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.
My last encouragement to sales ops and marketing teams was: get your SKO resources into the pockets of your sales reps. (It’s been three weeks — any progress yet?)
I’ve been in sales and sales management a long time and have attended countless sales kickoff meetings. I enjoy the energy and excitement. You can see the effort sales ops and marketing put into designing best practices and everyone has great expectations they are finally going to get what they need to close more deals—and close them faster.