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 Leaders: Celebrate The Losses
It’s one thing to celebrate the wins in an organization. We have to do that, especially now when everyone’s remote. But losing is winning, if you lose right. Celebrate the losses for the effort and lessons learned, and you'll find you lose less often, your forecast...
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