Planning for Predictable Growth and Accurate Forecasting

Anthony Cessario is VP of Industries and GTM Solutions at Clari, the revenue operations and forecasting platform. In this guide, he explains how good forecasts are a part of a bigger predictable growth strategy, and lays out how to design and instrument a repeatable revenue process with strong processes and accurate data.

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Questions covered in this guide:

What does predictable growth mean?

Why is it important to invest in predictability?

Who’s responsible for revenue forecasting (and who’s involved)?

When you first think about better managing your pipeline, what should your goals be?

How should you instrument the revenue process?

What stages or events in the sales cycle are most important to track?

How should you think about calculating and reporting your forecast?

What other factors should you consider, and how should you take them into account?

How far ahead should you try to forecast?

What processes or touchpoints should you establish with your team?

How can a sales leader help their team get better at making accurate projections?

How can a sales leader pressure test their team’s projections?

How should you communicate about your forecast and pipeline with execs outside sales (e.g. CEO, finance, board)?

What are the most important pieces to get right?

What are the common pitfalls?

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