Our work was featured in Harvard Business Review: Sales Teams Aren't Great at Forecasting: Here's How to Fix That.
The article describes why AI won't be effective if algorithms take data reported by sales teams at face value. There are several behavioral root causes to why people don't share bad news, distorting the win odds. In addition, the article explores why CRM forecasting methods contribute to inaccurate forecasts. For example, most CRM systems don't validate whether their stage-based odds are actually accurate. Algorithms that detect behaviors and nudge users to share more are more likely to improve forecasting. OnCorps also beat a major tech firm's official forecast using these methods. In particular the firm's "velocity index" is an unbiased metric that uses elapsed time, correlated with win odds, to detect bias and improve forecasts.