What are your strategies for managing discrepancies in pipeline forecasting between sales and demand gen?

To manage pipeline forecasting differences between sales and demand generation, I'd focus on building a system where sales, demand gen, RevOps, and MarOps work together, combining sales' insights with campaign data for one solid forecast and identifying any root causes. Below are the typical steps that I go through:

• Create joint processes, like unified dashboards, to quickly spot and troubleshoot discrepancies.

• Ensure a common understanding of key metrics - lead volume, conversion rates, etc. - and the assumptions behind them, such as product launches, P&P changes, or marketing campaign launches, so both teams are aligned.

• Troubleshoot data pipeline, which often causes forecasting discrepancies and gaps. Addressing this first saves time before digging deeper.

• Review individual metrics alongside historical performance to identify shifts in trends or dynamics, ensuring forecasts reflect current realities.

• Set up weekly or bi-weekly check-ins to keep communication going, adjust forecasts as needed, and build trust across teams.