Why is forecasting so screwed up? You run pivot tables in Excel, try to read CRM reports, and maybe even buy a business intelligence (BI) tool.
Selling is fire-in-the-belly ambition in action. Why is forecasting so static?
2014 was a big technology year in sales. Salesforce launched an Analytics Cloud, HubSpot entered CRM, and a flurry of new startups stepped up to improve selling and forecasting. Venture capitalists invested over a quarter of a billion into the industry for one simple (profitable) reason: technology makes sales teams better.
For decades, Sales Managers have forecasted revenue with two things: CRM systems and spreadsheets.