CHAPTER 11
TOTAL TRANSPARENCY
Smart Strategies for 1:1 Forecast Reviews
You are about to enter into that full disclosure zone: the 1:1 sales forecast review. You brace yourself for the usual questions: “What’s your commit number?” or “What’s the upside?” or “What’s the best-case scenario?” You also brace yourself for the tidal wave of opinions, wild guesses, estimates, and stories of lost deals and new deals that you’re sure to hear.
Take this Manager Diagnostic and answer the 18 questions that follow. Reflect on your approachability and determine how prepared you are for your forecasting review with your team. Your goal is to create a space for your teams to be honest and realistic about their forecast. The point here is not to collect points ...
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