The Gap Between Sales Forecasting and Reality

Sales Leaders have the vital responsibility of making accurate forecasts that drive decision-making across their organizations. This entails consistently predicting which deals will close, and which won’t. But what if even picking the right deals isn’t enough?

In this report by Labs, we analyzed over 270,000 deals spanning 18 companies and representing $18.1 billion in revenue, finding that sales leaders face more variability than they may expect in making forecasts. By downloading this report you’ll learn:

  • What percentage of deals close at their predicted amount
  • How wrong the average 90-day forecast really is
  • The biases that keep sales reps from making accurate forecasts

Get the Research