During the meeting – the manager is constantly updating a spreadsheet that she is building that will eventually be shared with her superiors and circulated amongst the executive team. The spreadsheet will be a neat, concise list of the key deals that she thinks are going to close this quarter.
Eventually, the grueling meeting ends and the manager cobbles together what she believes is an accurate forecast. She then adds some cushion to the number and discounts it by 20%. She got it wrong last quarter and doesn’t want to disappoint the VP again.