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In episode 042, Fast Slow Motion’s Sam Donaghey and Michael Johnson talk with fractional revenue leader Lindsay Rios about the realities of sales forecasting and growth planning. Known for her no-nonsense approach, Lindsay shares why top-down forecasting often fails, how to build a more accurate bottoms-up model, and why understanding your business matters more than chasing unicorn numbers. She also offers practical tips on aligning teams, improving CRM usage, and building forecasts you can actually trust. If you're ready to ditch the guesswork and forecast with confidence, don’t miss this episode. Want help scaling your business with Salesforce or HubSpot? Get in touch: https://www.fastslowmotion.com/get-in... #businessgrowth #entrepreneurtips #forecasting #revops #salesforecasting #revenuestrategy #businessplanning #salesstrategy ▶️ CHAPTERS: 00:00 – Boards Value Business Understanding Over Perfect Forecasts 01:12 – Sales Forecasting and Growth Planning Overview 03:10 – Flaws in Top-Down Forecasting 04:30 – Consequences of Chasing Unrealistic Revenue Targets 05:31 – Why Startups Pivot Too Often 06:50 – Shift from Growth at All Costs to Profitability 07:26 – Forecasting Without Historical Data 08:19 – Building Reliable Early-Stage Data Systems 09:11 – Common Forecasting Calculation Errors 10:03 – Creating Space and Multiple Forecasting Models 11:17 – Forecasting by Pipeline Stage Probabilities 12:50 – Using Rep Forecasts and Market Insights 14:58 – Helping Leaders Get Comfortable with Forecast Uncertainty 17:24 – Real-Time Forecast Snapshots to Adjust Plans 18:40 – Importance of Strong Pipeline Management 21:00 – Using Forecast Reviews to Inform Board Communication 21:31 – Aligning Multiple Teams in the Forecasting Process 24:02 – Challenges with CRM Adoption and Usage 26:24 – Iterative Improvements to CRM for Better Adoption 29:25 – Slowing Down to Build Scalable Foundations 32:33 – Forecasting Challenges Across All Industries 34:24 – How Better Forecasting Supports a Healthy Business and Life Balance 36:03 – Three Actions to Improve Forecasting Today