In a past life I was a regular horse rider, in fact I had lessons and I've ridden horses in a number of places around the world.  Patagonia, Brazil, the Atlas Mountains and even Windsor Park here in the UK.  This horse riding activities were curtailed as my partner is allergic to horses.

What has this got to do with sales forecasting?

Salespeople like horses, think for themselves, if they want to go in a a direction they will.  That means there is a problem for forecasting.  You cannot take three years day and predict the future.  But I have worked were we ran a 95% accurate forecast.

How did we do that?  We didn't use models that try and predict the salesforce, as like horses they are unpredictable.  How did we do it?  We did it through the power of social.