{"id":2076,"date":"2019-02-28T18:38:37","date_gmt":"2019-02-28T13:08:37","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=2076"},"modified":"2019-06-05T18:45:58","modified_gmt":"2019-06-05T13:15:58","slug":"sales-forecasting-is-less-accurate-than-flipping-a-coin-cso","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/sales-forecasting-is-less-accurate-than-flipping-a-coin-cso\/","title":{"rendered":"Sales forecasting is less accurate than flipping a coin &#8211; CSO"},"content":{"rendered":"\n<p class=\"has-drop-cap\">CSO insights report that in 2016 only 45.8% of forecasted deals closed as predicted. The recent survey of over 270,912 closed won opportunities (making up over $18.1 B in closed revenue ) by InsideSales shows the story continues quite, well, predictably. <\/p>\n\n\n\n<!--more-->\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/media.licdn.com\/dms\/image\/C5122AQES7rp1ucaXuQ\/feedshare-shrink_8192\/0?e=1562803200&amp;v=beta&amp;t=pIxoNC91il3BpEy7E6IWEBbMReoz8UhWU_VZ7n5nTDA\" alt=\"Sales forecasting is less accurate than flipping a coin - CSO\"\/><\/figure><\/div>\n\n\n\n<p>In the report CSO \u2018The Gap Between Sales Forecast and Reality\u2019 authored by Gabe Larsen, Stephen Hurrell and A J hunt of InsideSales Labs, the findings show : <br>1. Only 28.1% of closed-won deals were predicted accurately 90 days out. <br>2. On average, actual close amounts differ by 31% from forecasts made 90 days prior. <br>3. When sales reps\u2019 predictions are off, they overestimate by nearly 2x as much as they underestimate <\/p>\n\n\n\n<p>When the incorrect forecasted deals were separated in degrees of inaccuracies &#8211; 5%, 10% 20%, 50% etc. it was found that a \u2018higher percentage of the deals in our sample were over forecasted. This means that the more important the deal, the more likely you and your reps are to overestimate its final outcome.\u2019  <\/p>\n\n\n\n<p>How are your forecasts stacking up? <\/p>\n\n\n\n<p>Download link to \u2018The Gap Between Sales Forecast and Reality\u2019 report &#8211; <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/bit.ly\/2XsHtzj\">https:\/\/bit.ly\/2XsHtzj<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>CSO insights report that in 2016 only 45.8% of forecasted deals closed as predicted. The recent survey of over 270,912 closed won opportunities (making up over $18.1 B in closed revenue ) by InsideSales shows the story continues quite, well, predictably.<\/p>\n<\/p><div class=\"more-link\"><a href=\"https:\/\/pitch.link\/blog\/sales-forecasting-is-less-accurate-than-flipping-a-coin-cso\/\" class=\"btn btn-small btn--dark btn-hover-shadow\"><span class=\"text\">Continue Reading<\/span><i class=\"seoicon-right-arrow\"><\/i><\/a><\/div>","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"inline_featured_image":false,"ub_ctt_via":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[69,74],"tags":[70,77,106,107,108],"class_list":["post-2076","post","type-post","status-publish","format-standard","hentry","category-what-i-learnt-today","category-sales","tag-alwayslearning","tag-sales","tag-forecasting","tag-closings","tag-sampling"],"aioseo_notices":[],"featured_image_src":null,"author_info":{"display_name":"Subhanjan Sarkar","author_link":"https:\/\/pitch.link\/blog\/author\/subhanjan\/"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/paX7jg-xu","_links":{"self":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2076"}],"collection":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/comments?post=2076"}],"version-history":[{"count":0,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2076\/revisions"}],"wp:attachment":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/media?parent=2076"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/categories?post=2076"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/tags?post=2076"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}