Sales forecasting – the bane of the existence of every sales leader. I have yet to talk to a sales leader that has it nailed. Then it hit me… What is a struggle today does not appear to have been a struggle for early 1900s sales leaders; back when there was no CRM (Customer Relationship Management) technology. Back when there were no forecasting calls. Back when the only means of communication was via wire. I figured out why. Systemic seller centrism reigns today, and it didn’t 100+ years ago.
Sales History: Sales Quota Setting Today vs. 100 Years Ago
Sales History: Sales Quota Setting Today vs. 100 Years Ago Why is it that, 100 years ago, sales quotas were calculated by market analysts and sales quota specialists TERRITORY SPECIFIC, with the data shared with each rep individually, when they had LESS DATA and LESS...