February 2014
Intermediate to advanced
208 pages
4h 18m
English


What do we need to do to make sales forecasting more accurate? This is one of the most common and urgent questions asked by senior sales leaders. In theory, the answer is rather simple; but in practice, getting better forecasts has proven extremely challenging.
So what’s the underlying problem? The dots aren’t connected. The most common reason sales managers can’t get sales reps to forecast more accurately is because the company sales process isn’t represented in the pipeline ...