In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by veteran CFO Jim Kelliher, known for his leadership roles at companies like Drift and LogMeIn. The conversation dives into the critical importance of forecasting accuracy at the sales rep level and how it impacts broader organizational success. Jim shares insights into overcoming cultural challenges, improving seller education, and fostering accountability without fear. Learn how accurate forecasting strengthens relationships, enhances decision-making, and empowers teams to achieve consistent growth

KEY TAKEAWAYS

[00:00:49] The Problem with Sandbagging: Why forecasting low (or high) can harm the organization and how it’s often rooted in fear or lack of understanding.
[00:01:47] Educating Sellers on Forecasting Accuracy: How organizations can foster a positive forecasting culture that balances accountability with support.
[00:02:42] Forecasting and Leadership Intimacy: How forecasting accuracy reflects a leader’s connection to their team and customer accounts.
[00:03:28] Adjusting for Variances: Strategies for identifying and addressing forecasting shortfalls mid-quarter.

QUOTES

[00:01:20] "Forecasting low can be just as negative as forecasting high and missing."
[00:02:08] "Being 150% of your forecast three quarters in a row signals you're not doing a good job forecasting."
[00:02:42] "Accurate forecasting tells me how intimate you are with your people and the accounts they're calling on."
[00:03:28] "If you're intimate enough with your deals, you can figure out how to push one this quarter and make up the difference."

Listen to the full conversation with Jim Kelliher through the link below.
https://revenue-builders.simplecast.com/episodes/a-peek-inside-the-mind-of-a-cfo-with-jim-kelliher

Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

How to Stress Accurate Forecasts to Your Teams

Revenue Builders