Josephine spoke with Adam Ecevedo, Head of Sales Operations at Apollo GraphQL. He tells us how he achieves accurate forecasting.
Adam is an analyst at heart, having spent time working in military intelligence. This is a core pillar of everything he does, which he’s applied to sales, operations and forecasting. He's building a holistic forecasting system at Apollo GraphQL. This comprises a tech stack, a set of rules and a group of people. Data facilitates open conversations, allowing you to nail how you end the quarter.
The most important thing about forecasting to Adam is to achieve what you say you’re going to achieve. When you say you’re going to bring in 10 million, do you mean you’re actually going to bring in the 10 million. Adam believes that you cannot run a business with inaccurate forecasting.
Adam measures every quarter and looks for accuracy. He carries out a week 5 and week 10 accuracy forecast. He measures this against how it ended and how close their number is.