Resources

Sales forecasts rarely fail because teams lack effort. They fail because they are built on assumptions that go unchallenged. At ABD, we’ve seen forecasts that were wildly optimistic — and others that were overly conservative. In both cases, the issue wasn’t math. It was bias. Why Forecasts So Often Miss the Mark In our experience, forecasts break down for three main reasons: 1. Bias replaces evidence Forecasts are frequently driven by gut feeling rather than verified customer