Re: "potentially fraudulent irregularities"
No it what happens when you include “forecasted” sales in you profit projection handouts to the market…
So what probably happened was a salesperson talked up both the size and odds of achieving their target within a particular period, these figures would then have fed into overall sales forecasts with an unwarrranted level of certainty. Obviously, at some point events would require the opportunity to be reassessed.
When I was in sales we only communicated upwards details of business we had a high certainty of closing (ie. The next step was contract negotiation), resulting in the team always over achieving. Also it mostly didn’t bother us if customer circumstances changed and something got slipped to the next financial year - as this would give us a high certainty deal for that year!
This allowed for intelligent growth rather than the “ must achieve 10% more than last year” mindset which clouds judgement.