THE STATE OF SALES FORECASTING SURVEY Question Title * 1. What best describes your current role? Chief Revenue Office (CRO) VP of Sales VP / Head of RevOps Director/Manager of Sales Operations Other (please specify) Question Title * 2. How many total employees does your company have? 1-100 101-250 251-500 501-1000 1001+ Question Title * 3. Which of the following best describes how your team typically prepares forecasts today? (check all that apply) Manual Spreadsheet Consolidation CRM Dashboards or Reports Forecasting Software (Clari, BoostUp, etc.) Custom in-house tools Other (please specify) Question Title * 4. How confident are you in your current sales forecast's accuracy? Not confident at all Slightly confident Moderately confident Very confident Extremely confident Not confident at all Slightly confident Moderately confident Very confident Extremely confident Question Title * 5. Thinking about your forecast at the START of each quarter: How often does it end up within 10% of your actual results by quarter-end? Almost Always (5-6 out of the last 6 quarters) Frequently (4 out of the last 6 quarters) Sometimes (3 out of the last 6 quarters) Rarely (2 out of the last 6 quarters) Almost never (0-1 of the last 6 quarters) Question Title * 6. How often do your forecast numbers change significantly between reviews? Rarely (less than 10% of the time) Occasionally (10-25% of the time) Frequently (25-50% of the time) Constantly (50%+) Question Title * 7. How much time do you personally spend each week preparing for, conducting, and following up on forecast-related activities?(Include pipeline reviews, forecast calls, updating forecasts, reconciling data) Less than 2 hours 2-4 hours 4-6 hours 6-8 hours 8-10 hours More than 10 hours Question Title * 8. How often do you double-check CRM data manually before key meetings or board reviews? Never Rarely Sometimes Often Every Time Never Rarely Sometimes Often Every Time Question Title * 9. What's the biggest reason forecasts miss the mark?(Select up to 2) Reps not updating CRM data accurately Leaders overriding rep data with gut feel Data spread across too many tools Pipeline hygiene issues (Stale or duplicate opportunities) External factors (market, seasonality etc.) Other (please specify) Question Title * 10. Which of the following are your TOP challenges in forecasting accurately?(Select up to 3) Incomplete, biased, or inaccurate data in the CRM Lack of visibility into deal health and pipeline quality Inconsistent forecasting methodologies across the team Time-consuming manual data gathering and reconciliation Sales reps sandbagging or over-committing on deals Other (please specify) Question Title * 11. What has been the real-world consequence of inaccurate forecasts for your business?(Select all that apply) Over-hiring or under-hiring Board or investor trust issues Poor resource allocation across teams or initiatives Missed investor expectations impacting fundraising or valuation Damaged team morale or motivation Had to implement emergency cost-cutting measures Wrong pricing or discounting decisions to close gaps Delayed or canceled strategic initiatives Last-minute fire drills and panic at quarter-end Cash flow problems Other (please specify) None of the above Question Title * 12. How many different tools or systems does your team use to manage forecasting today? 1 2-3 4-5 6 or more Question Title * 13. How well do those tools actually integrate with each other? Not integrated Poorly integrated Somewhat integrated Well integrated Fully integrated and seamless Not integrated Poorly integrated Somewhat integrated Well integrated Fully integrated and seamless Question Title * 14. If you had to estimate, what percentage of your opportunity data in the CRM is accurate and up-to-date at any given time? 0 50% 100 Clear i We adjusted the number you entered based on the slider’s scale. Question Title * 15. Rate your agreement with this statement: "I trust my CRM data to give me an accurate picture of my pipeline and forecast." Strongly disagree Somewhat disagree Neither agree nor disagree Somewhat agree Strongly agree Question Title * 16. What would most improve your forecasting process today?(Select up to 3) Automated CRM updates (no manual data entry) Access to real-time pipeline visibility and insights AI-powered data validation and deal risk scoring Fewer manual steps in forecast prep Simpler, unified forecasting platform (replacing multiple tools with fewer) Better rep accountability for data accuracy and completeness Better integration between existing tools Standardized forecasting methodology across the team Clearer pipeline stage definitions and exit criteria More predictive analytics and early warning signals Better sales coaching driven by pipeline data More realistic quota and capacity planning Other (please specify) Question Title * 17. How ready do you feel your organization is to adopt AI-based forecasting tools? Not ready at all Starting to be ready Neutral Getting excited about it Fully ready and evaluating now Not ready at all Starting to be ready Neutral Getting excited about it Fully ready and evaluating now Question Title * 18. What's one thing about forecasting no one wants to admit? Question Title * 19. Enter your email if you'd like a copy of the survey results Question Title * 20. Enter to win a $50 gift card!We're selecting 10 winners. Share your name and work email below to enter.Eligibility: Must be employed in a revenue leadership role, reside in the USA, provide a work email address. First and Last Name Business Email address Done