TRUTH is less costly than compliance

That crippling forecast miss?

It may not be because your reps can't sell

(or predict what they're going to sell)...

It could have been missed

because telling the truth

is against the rules.

⬜⬜⬜ REAL SCENARIO ⬜⬜⬜

On of my enterprise software clients

$2M slipped out of commit during

the last week of the quarter.

↳ The post-mortem showed

it wasn't about skill.

A sales leader said it flat:

“𝗡𝗼𝗯𝗼𝗱𝘆 𝘄𝗮𝘀 𝗮𝗯𝗹𝗲 𝘁𝗼 𝘀𝗽𝗲𝗮𝗸 𝗮𝗰𝗰𝘂𝗿𝗮𝘁𝗲𝗹𝘆

𝗮𝗯𝗼𝘂𝘁 𝘄𝗵𝗮𝘁 𝘄𝗮𝘀 𝗴𝗼𝗶𝗻𝗴 𝘁𝗼 𝗵𝗮𝗽𝗽𝗲𝗻,

𝗯𝗲𝗰𝗮𝘂𝘀𝗲 𝘁𝗵𝗲𝘆 𝘄𝗲𝗿𝗲𝗻'𝘁 𝗮𝗹𝗹𝗼𝘄𝗲𝗱 𝘁𝗼

𝗰𝗵𝗮𝗻𝗴𝗲 𝗮𝗳𝘁𝗲𝗿 𝘁𝗵𝗲 𝗳𝗼𝗿𝗲𝗰𝗮𝘀𝘁

𝗳𝗿𝗼𝗺 𝘁𝗵𝗲 𝗼𝗿𝗶𝗴𝗶𝗻𝗮𝗹 𝗻𝘂𝗺𝗯𝗲𝗿.”

This team

CAN forecast with

10% or less accuracy band.

❌ 𝗕𝘂𝘁 𝘁𝗵𝗲 𝘁𝗿𝘂𝘁𝗵 𝘁𝗵𝗮𝘁 𝘁𝗵𝗲 𝗳𝗼𝗿𝗲𝗰𝗮𝘀𝘁 𝘄𝗼𝘂𝗹𝗱 𝗺𝗶𝘀𝘀 𝗴𝗼𝗮𝗹

𝘄𝗮𝘀 𝗺𝗼𝗿𝗲 𝗽𝗮𝗶𝗻𝗳𝘂𝗹 𝘁𝗼 𝗳𝗲𝗲𝗹 𝗲𝗮𝗰𝗵 𝘄𝗲𝗲𝗸

𝘃𝘀 𝘁𝗮𝗸𝗶𝗻𝗴 𝗶𝘁 𝗮𝗹𝗹 𝗮𝘁 𝗾𝘂𝗮𝗿𝘁𝗲𝗿-𝗲𝗻𝗱

𝘄𝗶𝘁𝗵 𝗮 '𝘀𝘂𝗿𝗽𝗿𝗶𝘀𝗲' 𝘀𝗹𝗶𝗽.

🟥🟥🟥 THE PROBLEM 🟥🟥🟥

What happens too often:

Compliance to a goal

not communication

of reality.

Here's what you've built:

→ 𝗥𝗲𝗽𝘀 𝗱𝗲𝗳𝗲𝗻𝗱 𝘁𝗵𝗲 𝗻𝘂𝗺𝗯𝗲𝗿, 𝗻𝗼𝘁 𝘁𝗵𝗲 𝘁𝗿𝘂𝘁𝗵.

→ 𝗠𝗮𝗻𝗮𝗴𝗲𝗿𝘀 𝗿𝗼𝗹𝗹 𝘂𝗽 𝗵𝗼𝗽𝗲, 𝗻𝗼𝘁 𝗲𝘃𝗶𝗱𝗲𝗻𝗰𝗲.

→ 𝗧𝗵𝗲 𝗾𝘂𝗮𝗿𝘁𝗲𝗿 𝗲𝗻𝗱𝘀 𝗶𝗻 𝘀𝘂𝗿𝗽𝗿𝗶𝘀𝗲𝘀.

The forecast becomes a loyalty test.

The forecast call a charade.

🟨🟨🟨 THE SHIFT 🟨🟨🟨

A forecast is a truth-telling system.

It's only as accurate

as it is safe to update.

✅ A number that moves when facts move

✅ A weekly re-call against evidence

✅ “How do we know?” asked out loud

⬜⬜⬜ ACTION ⬜⬜⬜

Ask one question this week:

↳ What happens to a rep on your team

who lowers their number

with six weeks left?

If the answer is pain,

your forecast is already wrong.

🟩🟩🟩 ACTION 🟩🟩🟩

If you're a #CEO or #CRO

and you're done with

late-quarter surprises:

▶️ LET'S TALK ◀️

Macy Tanking and I can explain how

↳ Win Rooms inspect live deals weekly

↳ so numbers move when evidence moves

↳ and you have far fewer surprises

--------------------------------

Rev(X) | REVENUE // TRANSFORMED

𝗜𝗳 𝘆𝗼𝘂 𝗟𝗜𝗞𝗘 𝘁𝗵𝗶𝘀 𝗽𝗼𝘀𝘁,

𝗽𝗹𝗲𝗮𝘀𝗲 𝗖𝗟𝗜𝗖𝗞 𝘁𝗵𝗲 𝘄𝗵𝗶𝘁𝗲 𝗯𝗲𝗹𝗹 (𝘂𝗽𝗽𝗲𝗿 𝗿𝗶𝗴𝗵𝘁)

𝗮𝗻𝗱 𝗦𝗘𝗟𝗘𝗖𝗧 "𝗔𝗹𝗹" (𝗱𝗼𝘂𝗯𝗹𝗲 𝗯𝗲𝗹𝗹) 𝘁𝗼 𝗲𝗻𝘀𝘂𝗿𝗲

𝘆𝗼𝘂 𝗦𝗘𝗘 𝗮𝗹𝗹 𝗽𝗼𝘀𝘁𝘀 𝗴𝗼𝗶𝗻𝗴 𝗳𝗼𝗿𝘄𝗮𝗿𝗱.