Boards and management must drive the effort to improve forecasting methodology

Improve sales forecasts when the future is unclear

Sales teams can become more susceptible to wishful thinking, causing pipeline estimates to become markedly less reliable when the pressure is on. Failing to meet expected targets creates a devastating cascade in the organisation, lowering employee morale, eroding market reputation, and reducing overall financial performance.

Here are three things boards and management can to do increase the accuracy of their forecasts during uncertain times.