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Kenna
Community Manager
Kenna
Community Manager
April 12, 2024

If you're thinking about forecasting monthly...

  • April 12, 2024
  • 0 replies
  • 101 views

Implementing monthly forecast calls in addition to or in lieu of a submitting quarterly number can be the right decision for your revenue teams if you want to increase forecast accuracy and drive more discipline around your forecasting process to avoid the ‘hockey stick’ where most deals close (or slip) at the end of the quarter. There are, of course, benefits and drawbacks. You also have a couple of options when it comes to how you implement this for your team in Clari. Check out the different setups below (or in the PDF attached) to see if monthly forecasting might be the right call for your team.

 

 

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      Oscar Armas-luy
      Oscar Armas-luy
      New Contributor
      April 18, 2024

      We did exactly this in a previous role and it helped with rep accountability and with reducing the end-of-quarter scramble. It doesn’t work for every business and it takes a mature organization and process to implement well, but it’s well worth it once you pull it off! 
       

      It can be helpful if you set monthly targets for reps as well - even if they are only a metric and not tied to quota / comp plan. It can help reps pace themselves and plan their quarter accordingly, as long as it doesn’t become another source of undue pressure from management. 

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