Analyze individual rep forecast accuracy, identify bias, and improve predictability.
| Rep | Forecast ($K) | Actual ($K) | Accuracy % | Bias (+/-) | # Deals | Trend |
|---|---|---|---|---|---|---|
| Morgan Chen | $320 | $305 | 95% | -5% | 8 | Improving |
| Jamie Smith | $280 | $265 | 95% | -5% | 6 | Improving |
| Alex Johnson | $350 | $310 | 89% | -11% | 7 | Stable |
| Taylor Lee | $190 | $165 | 87% | -13% | 4 | Declining |
| Jordan Rivera | $140 | $115 | 82% | -18% | 3 | Needs coaching |
Discovery-stage forecast variance is 62% – implement stricter qualification gates.
Teams with weekly reviews have 8% higher accuracy – adopt for all reps.
Provide reps with their own historical accuracy trends to self-correct bias.
Weekly deal review with manager, strict stage adherence, regular win/loss analysis.
Only forecast deals with signed mutual action plan and executive sponsor.
Pair low-accuracy reps with top performers for monthly forecast calibration sessions.