Forecasting is an old problem and it?s not confined to sales. The fundamental flaw in all forecasting is that reps are asked to report on their own performance. The problem is that the reps gather all the information and then put it in a file or in a CRM system. The state of the art is to use an Ultimate Contract. It requires the rep to ask the tough questions. The verbal agreement is then reduced to writing and shared with the customer to ensure clarity.