In this episode the teams discuss what the latest “State of Sales Report” reveals about AI and forecast accuracy.
The report shows that sales leaders are seeing only a relatively low positive impact from AI when it comes to improving forecast accuracy. That raises an important question for every sales leader: if AI is not yet delivering the forecasting improvements many hoped for, where is the real problem?
Simon, Anthony and Steve explore why forecasting is so difficult, why AI cannot rescue poor-quality CRM and pipeline data, and why culture, behaviour and leadership still play a huge role in forecast accuracy.
The conversation covers:
Why the actual AI impact on forecast accuracy may be lower than expected
Why “garbage in, garbage out” still applies in the age of AI
How poor CRM discipline damages sales forecasting
Why salespeople may hold opportunities in a “shadow CRM”
The danger of “forcecasting” when pressure from above distorts the pipeline
Why sales managers need to coach rather than punish around forecast accuracy
How AI can help improve the quality of data going into the CRM
Why forecast accuracy matters beyond sales, especially in manufacturing, stock management and cash flow
Whether salespeople should be recognised or incentivised for accurate forecasting
How better qualification, pipeline discipline and CRM updates can improve sales performance
If you are a sales leader, sales manager, revenue leader, CRO, account manager or business development professional, this episode will help you think differently about forecasting, CRM, AI and sales performance.