How to Forecast within 5% with Paul Shea and Chris Lowry

Kevin Knieriem, President of Strategic GTM at Clari, wrote, "The sales forecasting process is so much more than just calling a number. It represents the entire operating rhythm of the whole company." On today’s episode, we’re going deep into forecasting, specifically how Operators can contribute to the forecasting motion at their companies. And to do that, I’m bringing in two people who I know understand the ins and outs of forecasting because I built it alongside them: Paul Shea and Chris Lowry. Paul and Chris were the architects of our Operations team’s forecasting model that regularly forecasted within 5% of actual results. In our conversation, we talk about the crawl-walk-run approach you can follow to building your own model at your company, the tough conversations between Sales and Ops when your forecasts are different, and ultimately, whether all of this work is actually worth it. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or

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How to Forecast within 5% with Paul Shea and Chris Lowry is an episode from Operations with Sean Lane by Sean Lane.

This episode is 41:03 long.

This episode was published on Apr 5, 2024.

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