Sun Jan 19 2025

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by veteran CFO Jim Kelliher, known for his leadership roles at companies like Drift and LogMeIn. The conversation dives into the critical importance of forecasting accuracy at the sales rep level and how it impacts broader organizational success. Jim shares insights into overcoming cultural challenges, improving seller education, and fostering accountability without fear. Learn how accurate forecasting strengthens relationships, enhances decision-making, and empowers teams to achieve consistent growth KEY TAKEAWAYS [00:00:49] The Problem with Sandbagging: Why forecasting low (or high) can harm the organization and how it’s often rooted in fear or lack of understanding. [00:01:47] Educating Sellers on Forecasting Accuracy: How organizations can foster a positive forecasting culture that balances accountability with support. [00:02:42] Forecasting and Leadership Intimacy: How forecastin...