Track your own forecast accuracy over quarters. If you consistently forecast 120% of what you close, adjust your methodology. Self-awareness about your bias is the first step to accuracy.
Strong answers cover: deal-level qualification rigour, stage-based probability weighting, historical conversion rate analysis, commit vs upside categorisation, regular pipeline scrubbing, and accountability for forecast accuracy. Best candidates discuss the organisational cost of inaccurate forecasting and how they have improved their accuracy over time.
Tests analytical discipline. Sales leaders who cannot forecast accurately make it impossible for the business to plan. Candidates who track and improve their forecast accuracy demonstrate operational maturity.