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Why Sales Forecasting Deserves More Than a Spreadsheet Every sales team talks about forecasting, but let’s be honest — most forecasts are determined by smoking hope-i-um and are nothing more than a best guess disguised as a number. Managers own the pipeline, VPs and CROs own the revenue, reps get all the blame, and somewhere between those worlds, forecasts go sideways. Sales forecasting isn’t just a math exercise; it’s a leadership exercise. It’s about how you coach your managers, inspect your deals, and align your entire org around a number everyone believes in (For more on building this alignment, see ...