During my recent AMA and live discussion with Samantha McKenna, we unpacked why forecasting continues to be one of the biggest challenges sales leaders face today. We've all felt the sting of a missed number—and the confusion around what went wrong.
The big question is, why is forecasting still the riskiest part of the job? I think there are 3 primary drivers:
3 Forecasting Fails Every Leader and Rep Faces
- Manual Effort – Deal interrogations based on 7-point font methodology spreadsheets. AKA: information fatigue.
- Built-in Friction – In one call an accurate "blood number" is demanded, while the next is all about what deals can be done bigger, faster, or out of nowhere.
- Macro Death Spiral – Missed deals lead to missed numbers, which lead to pressure for more pipeline. The result? A poor pipeline. Then, the cycle continues.
Sound familiar? You’re not alone. It doesn’t have to be this way. Forecasting only works when you redefine what it should look like.
What Good Forecasting Isn’t:
- A bedtime story
- Stage Gate / Methodology interrogations
- Path to quota sessions
What It Is:
- Visibility – Who is engaged, who isn't, and have we done the things it takes to win?
- Actionability – Showing a plan to improve, not just survive.
- Trust – A safe space to get real about deals and what the team can count on.
But none of this works without one thing: accurate, complete data. And that’s where most teams fall short.
The Key Difference
As Sam puts it, “There’s an art and a science to forecasting.” The science? It’s your data.The truth is, you can’t fix forecasting without visibility into what’s really happening in your pipeline. Heck, you could have millions of dollars sitting in your pipeline right now going unnoticed. You need to know who your reps are engaging, how often, and where the risks are—without chasing them down for updates.
Where humans suffer fatigue from chasing data, AI is relentless in its pursuit of insight. Its only limitation is bad data. That’s where most tools fall short. People.ai is different. We’ve spent nearly a decade building a platform that automatically captures and organizes critical deal data—emails, meetings, personas, and activity—so your team doesn’t have to. It gives you a clear view of every opportunity, in real time, all in one place.
This kind of clarity gives you something even more valuable: time. I originally got into sales to build relationships, and People.ai lets me focus on exactly that. I spend less time guessing, more time coaching, and have the freedom to lead with confidence.
Final Thoughts
- Dare to look at forecasting differently.
- Create a culture that values integrity and real, accurate forecasts so you can equip your team properly.
- Build a solid data foundation to fuel accurate forecasting. It’s the only way.
Be bold. Sell smart.
Chris Albro
SVP of Sales | People.ai