Sales Teams Aren’t Great at Forecasting. Here’s How to Fix That.

Though AI and other advanced technologies have been applied to improve forecasting accuracy, sales leaders still get blindsided by forecasts that turn out to be embarrassingly overinflated. That’s because the root causes of most inaccuracies are not faulty algorithms but all-too-human behavior. Here are five of the most harmful such behaviors and some techniques that can go a long way toward redesigning systems in ways that acknowledge and address the familiar human behaviors that distort results.

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