Source: Gartner – IT Research
Headline: Gartner Says Less Than 50% of Sales Leaders and Sellers Have High Confidence in Forecasting Accuracy
Sales leaders and sellers must have confidence in their organization’s forecasting to make commercial decisions, but a recent survey by Gartner, Inc. shows most leaders lack confidence in the process and output. Gartner’s State of Sales Operations Survey reveals that only 45% of sales leaders and sellers have high confidence in their organization’s forecasting accuracy. This level of skepticism can result in actions that are based on intuition instead of evidence, which often results in reduced commercial outcomes.