Certainty. I love certainty, hate gray. I have never been one who likes to guess and see what is going to happen. For example, my wife and I did not want to wait and see what sex our baby was going to be when born. We wanted to know now. Forecasting is the same for me. I want to know what is going to happen with a high level of certainty. I want to know the outcome with a high level of certainty. If I can control most of the situation then I will be confident in the outcome. Forecasting is scientific, based on events and information, that will determine when I will close the deal. For me forecasting is not like predicting the weather. A lot of guess work goes into predicting the weather. Forecasting for me needs to be predictable, accurate and dependable at all times. If leadership is going to run an organized, efficient company they need a forecast from me that they can count on. To do this, I am diligent in asking the tough qualifying questions. No easy road to travel. Keep asking the questions that get me thrown out early and if I cannot get thrown out then I will provide leadership with an accurate forecast. Accurate forecasting provides for sunny days. Are you bulletproof on your forecasting? Does leadership trust your numbers? If so, excellent, go out and enjoy the sun, the forecast calls for it!
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