As you go into the month and are gauging how many dollars you will have on the books atr the end, how accurate are your AEs in communicating what they will bring in for the month?
Forecast accuracy measures AEs pendings for a month to what they actually put on the books by the end of that month. It takes out the guesswork of what each AE will add to the month, as Managers provide numbers of month end for their business plan. Using the pendings, as adjusted by the confidence level, you can see how the AEs are doing in communicating at the start of the month versus what they will bring in for the month by the end of that month.
Their accuracy is important to provide management with an accurate forecast. Some variance over or under is expected; but consistent wide swings mean AEs are not clear on their pendings and their own individual business plan for a month..