How was the last forecast meeting, the last pipeline review you attended? In which role did you attend the meeting – sales, sales operations or sales enablement?
I’m sure, whatever the challenges and the outcomes of the meeting were, the term “forecast accuracy” was used at some point. It’s a common concern of sales operations, because they usually own the forecasting process. However, as the lines between sales operations and sales enablement are not always clearly defined, the involvement of enablement might vary.
Forecast accuracy is equally important for sales enablement leaders because all enablement efforts should impact the pipeline and its metrics
Along with sales operations and the sales leadership team, sales enablement needs highly accurate numbers. Enablement often needs these pipeline metrics to show their impact on the business. As we will discuss here, sales enablement can also play a vital role when it comes to improving forecast accuracy. Before we
