Forecasting

Most CRM forecasts multiply stage probability by deal value. That number is made up. Here's the Target → Secured → Commit → Gap methodology that actually predicts revenue.

Most sales teams use these terms interchangeably and then wonder why their forecast is off by 40%. A clear, practical definition with real examples.

What coverage ratio is, what healthy looks like for different sales cycles, and how to use it to identify problems 6 weeks before the quarter ends.