Forecast accuracy remains an oxymoron
In general, deals won have been less than half of those forecast to be won over the past several years, according to CSO Insights.
InsideSales Labs analysed 270,912 closed won opportunities making up over $18.1 billion in closed revenue from 18 companies.
Only 28.1% of the opportunities analysed closed within 5% of the 90-day forecasted amount.
Further analysis found that 47% of 90-day predictions were off by a margin of more than half.
Sources: CSO Insights, 2018 Sales Operations Optimization Study; InsideSales Labs.