The forecast dance. You do it every 90 days (or whatever your goaled sales period is).
It’s a tricky process. Not only are you dealing with incomplete and imperfect information, but your forecast can be used against you.
Come in too low, and management will question your commitment. Come in too high, and they might actually give you the freaking number (or more!), thus making a juicy commission unlikely.
So you have to make a choice – which sales forecaster are you going to be? Read the full blog post here.