Being able to accurately predict revenue is vital for anyone in sales. For a sales rep, forecasting is crucial to understanding funnel. For sales executives? It’s a matter of keeping your job!So when Jaimie Buss of Zendesk talks about how she has been able to build quarterly forecasts to within 1% on hundreds of millions of dollars of revenue, you better listen.So how does she do it? If you’ve ever heard me talk about my own philosophy of sales, it shouldn’t be a surprise that I like this article...It's about having a process.Specifically everybody on the team knowing the process. It turns out that a lot of sales reps have wildly divergent definitions of what a given stage means in the sales pipeline.So step one was getting everybody speaking the same language. Follow this link to see the other steps in detail. Highly recommended.