From Gut Feel to Data-Driven Forecasts
From Marisol Vega’s guide series The Small Business Deal Command Center: Simple Systems for Maximum Sales Control.
This is chapter 4 of the series. See the complete guide for the full picture, or work through the chapters in sequence.
Sarah stared at her bank statement, feeling that familiar knot in her stomach. Two months ago, she was confident about hitting her quarterly revenue target. Her pipeline looked healthy, her team was optimistic, and three “sure thing” deals were supposed to close by month-end. Now, sitting at 60% of her forecast with just two weeks left in the quarter, she faced the harsh reality that gut feelings and wishful thinking don’t pay the bills.
This scenario plays out in thousa
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