Achieving Accurate Sales Forecasting:
A Guide to Using Root Cause Analysis and
Problem Solving in Opportunity Management
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If sales forecasts are running short of expectations, it’s human nature to ruminate around factors outside the control of sales, such as a shaky or uncertain market. However, b2b sales leaders must also explore internal reasons for why deals may be stalling or are lost.
Read this Guide for a description of how to conduct root cause analysis and use problem solving techniques to identify areas of weakness within sales that, with remedial action, could greatly impact the bottom line.