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.
Experiencing High Sales Turnover? Here’s Why…and How To Think About It.
A few months ago, I issued what I called a "Severe Turnover Binge" Warning. The science was telling me it was coming...and sure enough, April's reports show the highest job change numbers in the past 20+ years. Here's the explanation as to why it's happening. In...
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