HomeResearch Articles Challenges in Pipeline/Forecasting Management

Challenges in Pipeline/Forecasting Management

  • Lack of confidence in the accuracy of pipeline and forecasting numbers continues to plague b-to-b sales organizations
  • Underlying issues around managing pipelines and forecasts tend to be less about technology and more about human behavior
  • Beyond the inability to properly manage production, resources and investments, a key consequence of poor forecasting is decreased sales efficiency

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