Is Accuracy Greater Than Sunny Sales Forecasts?

Boss: Why is this opportunity still at 60%?
Employee: Because that’s where it actually is.

Boss: Move it to 90%. It’s committed.
Employee: I agree it looks good, but I think 90% is a big stretch.

Boss: We’re short this month.  I know this customer and I know what you told me.  It’s fine.
Employee: Shouldn’t we try to be as accurate as possible?

Boss: Just update it.
Employee: Okay.

Employee suddenly very nervous, knowing they will be called out for this soon on a conference call.

Takeaway:
CRM optimism doesn’t close deals.
It just hides problems until later.

Accuracy > sunny forecasts.

What do you think?  Is it better to be optimistic or realistic on your forecast? Share with me in the comments!

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