REVENUE-OPERATIONS5 MIN READ
Talk to Sales about sandbagged close dates
Run a coaching conversation that treats forecast slippage as a process to improve, not just a behavior to criticize.
Mark M Sales Director 01 Plan 02 Test 03 Check The moment Mark opens with: “I know the dates slipped. I do not need another lecture from Ops.” If you stay in accusation mode, you lose the chance to design a better forecast process. The framework PDCA coaching loop Frame the issue, test one change, check the result, then decide what to standardize. Coaching lands better when the next experiment is concrete. P Turn 1
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