The Forecast Fix
#NoPoopyPipelines
It’s time we end the era of inconsistent forecasting. And that starts with creating a culture of excellent pipeline management.
Most sales teams are told to “update the CRM,” but rarely taught how to use their pipeline as leverage to hit their targets, let alone having a pipeline that produces data for accurate forecasting. And spoiler alert: most Sales Leaders are never actually taught how to forecast either, they’re just handed the responsibility.
Effective financial models & accurate forecasting doesn’t come from magic spreadsheets, it comes from clean, healthy pipelines. A healthy pipeline should tell you exactly what qualified revenue you’re working to close, your real forecast.
So why is it so hard to get there? Because fixing forecasting isn’t just a sales process tweak, a RevOps refresh or a one-time training
It’s a mindset shift & a cultural shift. Getting from “poopy” to predictable requires new habits, accurate data & consistent reinforcement across the org
That’s why The Forecast Fix is a 3-month engagement. Long enough to reset how your team thinks about pipeline, rebuild forecasting discipline & embed the processes that make it stick. By the end of working together, you’ll have:
A sales org managing poop-free pipelines that actually drive results
Accurate data you can use for forecasting & revenue modeling
Sales leadership focused on strategy execution, not pipeline babysitting
PHASE 1 — Education & Discovery
Most reps aren’t taught why managing their pipeline is beneficial for THEM , instead they’re just told to update it because the CEO needs it for the board. I’ll set the foundation by educating your boots on the ground, along with your sales leadership (& you) as to why having an accurate & active pipeline is one of their most powerful tools to hit THEIR goals.
I’ll do discovery on how your org is currently defining pipeline management. Then I’ll take a dive into how pipeline data is being entered. This will help me find the biggest data gaps that are preventing you from accurate forecasts.
We’ll discuss best practices for how to enforce pipeline management that works best for your business & culture.
I’ll suggest what RevOps processes & dashboards can be built to support & enforce your new #NoPoopyPipelines process.
Phase 2 - Deliverables & Data Appreciation
You’ll be given your “No Poopy Pipelines” documentation which will define what a clean, active pipeline looks like in your org. It will outline why it’s important in your company & set expectations for how pipelines should be managed.
I’ll host a forecasting workshop with your GTM leadership for how to forecast with new data that we can start to expect to collect
We’ll start to see new data from the revised RevOps processes, we’ll collect feedback about the revised pipeline management & discuss any required iterations.
Phase 3 - Forecast Fix & Operationalization
We’ll embed your new pipeline + forecasting discipline into daily operations so it sticks, with frameworks for reps, managers & execs.
Instill a cadence so forecasting becomes consistent so forecasting becomes a consistent, reliable practice, not a last-minute scramble.
I’ll facilitate a final workshop to train leaders on running pipeline meetings that focus on inspection, risk & coaching, not spending 2 hours walking through every single deal.
And because reinforcement matters, you’ll also get a custom GPT assistant to help reps forecast their quarter, support leaders with company-level models & answer day-to-day pipeline questions so old habits don’t creep back.
You may need ongoing support with forecasting & the new pipeline management
This could look like support with:
Partnering with the sales leader to build a forecasting schedule that aligns with board meetings & GTM strategy
Implementing a proven framework to help reps forecast with 90%+ accuracy
Coaching GTM leadership on how to build a consistent forecasting cadence, keep each other accountable & avoid analysis paralysis
Learning how to combine both data and intuition to make smarter forecasting adjustments
Symptoms of a healthy pipeline
Your AE’s & sales leaders forecast ~90% accurately
Your reps have a clear understanding of how to achieve quota
You can easily adjust inputs like deals created, ACV or sales cycle to know how it will affect your forecast
You have a clear picture of what variables affect your sales (even if it’s external factors)
Sales leadership knows exactly what parts of the sales process to focus on with each rep
You’re confident in knowing when it’s time to hire AEs or SDRs
Symptoms of having a poopy pipeline
Your sales leader isn’t sure if reps are underperforming or if it’s an issue with strategy or product
Revenue targets are often missed or are met with luck
Sales leadership struggles to improve performance of individual reps
You’re unclear about your revenue sources
You don’t know if your SDR team brings ROI or not
It’s difficult to measure impact of new strategies, pricing or product changes
Your sales leader is great but lacks forecast accuracy