April 12th, 2010
As soon as we know our sales target for the year, most of us start to think about how we will achieve it. “Which contracts are likely to close?” “Which look risky?” and “Do I have a sales process to help me?” Read the rest of this entry
January 26th, 2010
There is nothing more frustrating than submitting sales forecasts which turn out to be wildly wrong. Let’s be honest, a high proportion of sales people do not like to disappoint their boss (or themselves) and forecast more prudently. It’s easy to prefer pleasant surprises to unpleasant shocks.