Overcoming the CFO’s
‘blind-spot’ – the Sales Plan

Inaccurate sales forecasts can have a devastating effect on market capitalisation, business reputation, staff morale and bottom line. Yet for many CFOs, the quarterly sales forecast is the last that they see of the businesses’ revenue prospects for the next three months. It seems that despite the vast sums of money spent on customer-facing activities, many CFOs are caught in a blind-spot leaving them exposed to unplanned developments in the sales pipeline that they cannot see or control until it’s too late. So what is going wrong and how can CFOs overcome the sales plan blind-spot?

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