Was there ever a time that you absolutely nailed your forecast?
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I always recommend that reps keep their forecasts up to date over the course of the week! If a big move happens with a deal, they can immediately update their forecast category, close date, ARR, etc. - right from the Forecast page. Makes updating their forecasts at the end of the week fast and painless!
Just a few :)
When reviewing forecasts with teams and assessing if the close date is accurate I ask reps the following questions:
Gong can help surface whether these things are happening so it’s much more efficient with Gong in place.
Use “minimum acceptable value” or your “walk away price” for early stage forecasting placeholder values. That way as your confidence in deals goes up so does your value for each deal on average. It will help you avoid feeling over confident with your pipeline coverage and making last minute downward moves late in the quarter/year.
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