Revenue Operations

We are doing a revenue forecasting exercise called a bottoms-up. This is where sales leadership go account by account and outline their revenue expectations based on client specific knowledge and confidence levels. Typically bottoms-ups are directionally accurate though sales leaders to be conservative because they want to maintain low expectations (and quota) only to exceed them.

SYSTEM: Our recent 2H'25 bottoms-up came up lower than expected and I am trying to diagnose why. I want to understand patterns, themes, and get a list of questions I should ask my strategy teams to investigate.