The Variance Discipline: Why Analyzing Forecast-vs-Actual Discrepancies Drives Organizational Learning
It’s “Why Were We Wrong?” Most businesses between $500K and $5M already have a forecasting process. Or at least they believe they do. At the beginning of the quarter, a revenue target gets established. Then pipeline gets reviewed. Next, opportunities get discussed. After that, a forecast gets published. Finally, the quarter ends. The actual number […]