What role does forecasting play in aligning Sales and Revenue Ops objectives?

Forecasting is foundational in aligning Sales and Revenue Ops objectives. It requires both teams to be closely synchronized in how they measure, monitor, and act upon pipeline data. Beyond just methodologies and data tracking, forecasting embodies Rev Ops' role as a force accelerator for the go-to-market engine.

To be effective, Rev Ops must intimately understand:

• Pipeline Dynamics: How is the pipeline built? Where are opportunities coming from? How are they progressing?

• Deal Movement: What factors influence when deals close, stall, or fall through? What obstacles are preventing closures?

• Levers for Improvement: What actions can accelerate the sales cycle or enhance deal value?

By having a finger on the pulse of the forecast, Rev Ops can identify trends, anticipate challenges, and prioritize actions that will have the most significant impact. This might involve mitigating risks, uncovering new opportunities, or doubling down on successful strategies.

Personally, I start each day by reviewing pipeline reports, analyzing forecasts across segments and regions, and assessing pipeline coverage and pacing. This practice enables me to provide valuable insights to my Sales partners and builds trust because I understand what's critical to their success.

Ultimately, forecasting serves as the North Star for both Sales and Rev Ops. It ensures that we're aligned not just in targets but in our understanding of how to achieve them. Without this alignment, it's challenging to support Sales effectively or drive the organization toward its revenue goals.