Cracking the code to predictable revenue is the ultimate dream for so many companies. Sales leaders look to success stories like Dropbox, Workday and VMware, and wonder how their own organizations can replicate the same explosive, yet consistent, growth.
The problem is most companies don’t have a clear idea of how much revenue will be coming in — and this has a dramatic effect on the way a company can invest and grow. An astonishing 93% of companies don’t have accurate sales forecasts. They’re shooting in the dark or, at best, making educated guesses in a data-driven world.
How can organizations embed forecast accuracy into the company culture to drive more predictable revenue?
Two B2B sales icons share actionable advice for every company striving to grow revenue efficiently and predictably. Yamini Rangan, former Chief Customer Officer at dropbox and HubSpot’s first-ever Chief Customer Officer, played a pivotal role in taking both Workday and Dropbox public. Carl Eschenbach, Partner at Sequoia Capital, took VMware from $30 million to $7 billion in revenue.
The art and science of sales forecasting is evolving. As Rangan and Eschenbach explain, revenue isn’t just an outcome; it’s a process that requires intense collaboration, transparency, and accountability throughout the entire go-to-market team. The right revenue operations framework can propel your business to new heights.
Read our new ebook where we unpack Rangan and Eschenbach’s insights on:
- The evolution of the sales forecast
- 9 tips to create a culture of forecast accuracy
- The new frontier of predictable revenue
Download your free copy of The Revenue Leader’s Handbook to Predictable Revenue below!