On average, sellers are off with their revenue estimations between 20 – 40% each quarter. The math makes the reality look silly: if you tell your manager today that your pipeline says you’ll do $1,000,000 in Q1, the number will be closer to $600k.

Some might suggest this is how business works…it’s just hard to estimate revenue. And while that’s partly true, you should take it personally that the variance in estimates versus reality is as broad as it is. (What is your variance each quarter?)

There are three specific things you need to do if you want to be a better revenue prognosticator. And you should care because your reputation is based on your accurate promise of future revenue.

1. Ruthlessly qualify open opportunities on each interaction with a buyer. (Throughout the quarter!)
2. Proactively surface objections on each buyer interaction and probe to find out how much the objection hinders the opp.
3. Directly push your prospects for the truth about the when? You must ask questions like, When are you a buyer? (If not now, when?)

You have just as much responsibility to be credible inside your org as you do outside your org. Figure out how to deliver accurate quarterly projections.