CSO Insights has been conducting research on sales for almost 15 years. In one of their surveys to over 1,000 sales leaders, they ask about the percentage of forecasted deals that actually close. At first blush, you would think this would be a fairly high number.
We often ask sales leaders and professionals to “call the ball” 30, 60, 90 days in advance. Given the approaching close of the fiscal first quarter for many companies, sales forecasts – and most often, missed forecasts – have been a frequent topic over the past several weeks.