Sales / RevOps
Forecast Accuracy
How close the sales forecast came to what actually happened.
The fork, why two teams get different numbers
ACCURACY (magnitude of error, unsigned) vs BIAS (direction of error, signed), a team that overshoots one quarter and undershoots the next by the same amount has terrible accuracy but zero bias.
In the Metric Library
- The full fork, both definitions worked all the way through
- The trap that makes the number lie, on a real export
- Every formula variant, spelled out
- The reconciliation anchor, what to tie it to and when to refuse
Reference: Forecasting practice; APICS/ASCM forecast-error conventions, MAPE and bias (reference only)