What History Got Right: Sales Forecasting
Audio Podcast
While reading and studying books and magazines on sales leadership from the late 1800s through the 1940s:
The problems of sales & leadership are almost all the same today…except for one thing. There are no articles, or even expressions of consternation, about forecasting in sales back then. I think I put my finger on why – and while it might not solve all of our forecasting issues, there’s a core question that should strike everyone who listens…
Why do we try to predict when a buyer will buy via forecasts and stages that are based on seller activities?
100 years ago, their processes NEVER were “discovery”, “qualification”, “demo”, “proposal”, “close’. Never. Listen in to what was the basis of EVERY sales process and forecasting methodology 100 years ago…a systemic recognition of buyer behavior.
Other Podcasts You Might Enjoy
The 100-Year Sales Echo: Repeating History, and What Happens Next
The 100-Year Sales Echo: Repeating History, and What Happens Next In March of 2022, I released an episode of this podcast called "Using History To Predict - The Future of Sales", as we had been repeating the 1920s. Here we are over 3 1/2 years later, and so far, it's...
The First National Salesforce: How Cooke’s Sales Army Saved the Union
The First National Salesforce: How Cooke’s Sales Army Saved the Union You’ve heard about Abraham Lincoln. You’ve heard about Ulysses S. Grant. They’re credited with putting down the rebellion during the Civil War. But there was a forgotten sales master who may have...
Early 1900s Sales Hiring: Timeless, or Taboo?
Early 1900s Sales Hiring: Timeless, or Taboo? We believe we know today the traits it takes to be a successful salesperson, but do we? In the early 1900s, while many of the thoughts were the same as today, there was some "off-limits" thinking as well. In this...
0 Comments