Analyze: Monitor forecast accuracy
Who's this for:
-
&
Accuracy is an important data point you can triangulate alongside projection in order to call a more accurate forecast number.
-
See how accurately your team forecasts, and learn their tendencies so you know how to coach them to forecast more accurately.
Where: Deals > Analytics > Performance
Plan: Working with Gong Forecast requires a Forecast seat.
The accuracy information in the report gives you cues to understand how accurate historical forecasts were, whether someone tends to over- or under-forecast, and by how much.
Use the report regularly to stay on top of forecast accuracy, and look out for patterns and repeat behaviors that can help better predict your numbers.
The accuracy number is calculated by dividing the forecast for the chosen week by the actual sales at the end of the period, and converted to a percentage:
The accuracy number also indicates whether the forecast was under or over for the chosen week. This scale helps you access who is cautious and who's a sandbagger so that you can take a haircut.
-
99% or below indicates under-forecasting
-
100% indicates an accurate forecast
-
101% and above indicates over-forecasting