Funnel Transparency = Funnel Accuracy

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Miller Heiman Blog

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Ever known someone who is plagued by headaches? After a while, they get so used to the pain that they just learn to live with it. For many of us, forecasting is like that. Our forecasts are always wrong, and that's just the way it is. The best we can do is raise or lower our estimates based on just how wrong we've been in the past or what we think is happening in the funnel. Of course, the worst we can do is raise or lower forecasts based on what executive management wants to see, but that's a topic for another time. Continue Reading

April has been a difficult month around our Reno headquarters with the unexpected, tragic loss of one of our very best salespeople and all-around great friend. I had known Jason for over three years, and one thing I admired about him was the relentlessly healthy lifestyle he led.
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Percent of sales organizations on track to make plan when they maintain a forecast accuracy of 80% or higher.