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Most sales leaders struggle with conducting effective forecast calls due to poor preparation and unclear expectations. Successful forecasting begins with proper prep work, ensuring that attendees, particularly account reps or executives, know what is expected of them beforehand. Many fail because participants arrive unprepared, unsure of the questions they will face. Sales leaders often avoid setting clear expectations, mistakenly believing that this will assess the reps' understanding of their accounts. Instead, this approach leads to confusion and ineffective calls. It’s vital to establish guidelines and objectives prior to the meeting to ensure a productive discussion.
