Shurtz: Inaccurate sales forecasting reveals poor business understanding or diligence
Larry Shurtz · Larry Shurtz: How to Hire, Train & Retain the Best Vertical Teams | E1151 · 20VC with Harry Stebbings · May 10, 2024 · at 0:00
Larry Shurtz, Chief Sales Officer at Genesys, outlines the core reasons sales teams fail to produce accurate sales forecasts.
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“If you can't forecast accurately, either you don't truly understand your business, you aren't truly doing the amount of diligence with customers and opportunities, you don't have enough opportunities to be able to balance out some of the riskier things with some of the things that look better, and we might not even be asking the right questions and we're likely not talking to the right people.”
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