What breaks traditional forecasts
Stage-based math assumes CRM fields are truthful. They aren't. Reps stage-inflate at quarter end.
What AI adds
- Language signals from calls (buyer commitment, objection density)
- Champion engagement over time
- Cycle-length deviation from historical baseline
The number that matters
Forecast-to-actual variance by rep, by segment, by month. Watch it converge as you feed the model more calls.