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Revenue Builders Podcast
How to Stress Accurate Forecasts to Your Teams

How to Stress Accurate Forecasts to Your Teams

Revenue Builders vor 1 Jahr

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4:02

In this short segment of the Revenue Builders Podcast, John
McMahon and John Kaplan are joined by veteran CFO Jim Kelliher,
known for his leadership roles at companies like Drift and
LogMeIn. The conversation dives into the critical importance of
forecasting accuracy at the sales rep level and how it impacts
broader organizational success. Jim shares insights into
overcoming cultural challenges, improving seller education, and
fostering accountability without fear. Learn how accurate
forecasting strengthens relationships, enhances decision-making,
and empowers teams to achieve consistent growth

KEY TAKEAWAYS

[00:00:49] The Problem with Sandbagging: Why forecasting low (or
high) can harm the organization and how it’s often rooted in fear
or lack of understanding.

[00:01:47] Educating Sellers on Forecasting Accuracy: How
organizations can foster a positive forecasting culture that
balances accountability with support.

[00:02:42] Forecasting and Leadership Intimacy: How forecasting
accuracy reflects a leader’s connection to their team and
customer accounts.

[00:03:28] Adjusting for Variances: Strategies for identifying
and addressing forecasting shortfalls mid-quarter.

QUOTES

[00:01:20] "Forecasting low can be just as negative as
forecasting high and missing."

[00:02:08] "Being 150% of your forecast three quarters in a row
signals you're not doing a good job forecasting."

[00:02:42] "Accurate forecasting tells me how intimate you are
with your people and the accounts they're calling on."

[00:03:28] "If you're intimate enough with your deals, you can
figure out how to push one this quarter and make up the
difference."

Listen to the full conversation with Jim Kelliher through
the link below.

https://revenue-builders.simplecast.com/episodes/a-peek-inside-the-mind-of-a-cfo-with-jim-kelliher

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Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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