What Sales Forecasts Miss About Real Pipeline Health

Standard sales forecasts are quantitative snapshots that often miss the qualitative reality. They are wish-lists, not predictions.

Why CRM Forecasts Are Flawed

• Subjective Staging: Reps moving deals forward based on "happy ears" rather than data.
• Inflated Values: Optimistic deal sizes used to pad pipeline numbers.
• Stale Ops: deals with zero momentum that remain in the forecast to look "healthy."

A pipeline review that doesn't ask "Who else are we talking to in the account?" is a waste of time.

Qualitative Signals to Track

• Mutual Action Plans: Is there a clear, shared roadmap to signature?
• Multi-Threading: Are we engaged with the real decision-makers, not just one champion?
• Engagement Cadence: Is there consistent, two-way communication?

The Takeaway

Manage the deal, not just the forecast. Shift your reviews to focus on commitment signals to build a truly predictable engine.