Forecast accuracy determines the operational maturity of an organization

Forecast accuracy determines the operational maturity of an organization.

Not revenue. Not pipeline conversion. Not coverage rates.

Variance.

At the start of the quarter, what did you think you'd close? At the end, what did you actually close? That gap tells you everything.

A CRO who knows that number cold is running a sales organization where the KPIs are understood.

The one who needs to pull a report is just parroting numbers.