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Predictive Planning vs Ground Insights: Which Prevails? | RevGenius

Predictive Planning vs Ground Insights: Which Prevails?

·Jan 05, 2026 06:33 AM·

When predictive planning conflicts with what your reps or operators are seeing on the ground, which one usually wins and why?

4 comments

· Sorted by Oldest

Des M.
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Predictive planning helps with trends and long-range bets, but reps and operators are face-to-face with customers and constraints every day. When there’s a gap, I start with what the field is seeing, then recheck the plan. Nikhat I.
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Nikhat I.
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Predictive planning is helpful for setting direction, but the real signal shows up in the day-to-day conversations reps are having with customers. Starting with what the field is seeing before recalibrating the plan feels like the right order, otherwise the plan stays “right” on paper while reality keeps moving. Appreciate you calling that out.
Midori V.
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Nikhat I. - Predictive planning should guide direction, but frontline signal should trigger adjustment. When they conflict, the question isn’t ‘who’s right?’, it’s ‘what changed?’ I've found the fastest teams investigate the delta immediately and recalibrate.
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Nikhat I.
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Midori V., this is such a good way to frame it. Shifting the question from “who’s right?” to “what changed?” takes the ego out of it and speeds up learning. I love the emphasis on investigating the delta quickly, that’s usually where the most useful signal shows up.