As I mentioned, busy last couple weeks as the quarter rounds down leaving very little time for anything but work.

However, as the quarter winds down I have been thinking about forecasting, something that I have blogged on before. As I get older, I have realized that when it comes to forecasting, I now have a few rules that I go by and thought to share:

1. Be pragmatic: Time and time again, I see managers forecasting everything in their pipeline to make the situation better than it is. Almost every time it results in the same result: death by 1,000 cuts as they slowly but surely drop their pipeline until it hits the disappointing reality. Never forecast everything. Sales is not a science, deals that were ‘done’ yesterday can disappear tomorrow. Be pragmatic.

2. Tell the truth: Good news travels fast. Bad news should travel faster. I say tell the truth. If it is bad news, get it out of the way. Take the pain and then get focused on fixing it. What someone who hides the problem faces is that the problem truly becomes theirs and theirs alone. If you acknowledge a problem in the business, then after the pain, people will often flock to help you – as a team.

‘Better red faced once than pink a 1,000 times’

3. Don’t be bullied: This is a classic junior or weak manager mistake. A senior leader tries to get you to forecast your upside or move your forecast up to meet quota. I have seen every manner of approach to make this happen:

–  ‘What, it is the beginning of the quarter/year, you can’t call off your number? No one does that!’

– ‘Oh come on, you know you have an extra XXX in there, just close the gap for the forecast’

– Insert derogatory comments about your ability to manage a business successful. Believe me, if these are coming, run.

Don’t. Ever. If you are believe in your numbers, stick by them. Chances are if someone forces you to take it up, they will just beat you all the way as you take it down and they usually are not interested in helping you.