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the next topic will be setting the annual sales number that your sales organization is going to achieve over lets say this current year people say whats the big deal set the number up down who cares well in a functioning company the amount that sales organization you know forecast brings in reflects the investment that I can do from a company standpoint so if my sales organization is going to bring in ten million dollars next year that gives me a certain latitude to invest dollars into engineering marketing and all the other pieces of the organization getting that number right is super important lets say we set the number low five million dollars I cant invest that much because I have to be careful of my overall expenses and lets say I set the number to high well then I over invest and run out of money and the closer a company gets to being a profitable enterprise and a public company one of the most critical aspects of planning for a public company is how accurately one can pred
