Forecasting is about predicting the future. Just like with forecasting weather, you can get close — but no one is 100% accurate. Join Jason Jordan, Partner at Vantage Point Performance, as he shares secrets to getting your forecast right. Separate pipeline management (piloting your ship) from forecasting (determining your arrival time). Forecasting is the most analytic activity a sales team engages in – you need to have the technology and process. Regularly reviewing the forecast and discussing the assumptions can be a potential coaching activity for sales managers. Whether you sell by opportunity, pipeline, territory, or a large account model, the right forecasting approach (or approaches) should be based on the nature of the sale.