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
John Patterson’s Notes To His Salespeople in 1893
John Patterson's Notes To His Salespeople in 1893 Imagine: it's spring 1893. You're a salesperson for the National Cash Register Corporation (NCR). Your ultimate boss? Oh, it's just the founder of the modern sales profession...John H. Patterson. The person responsible...
Will AI Kill the Sales Profession – What History Tells Us
Will AI Kill the Sales Profession - What History Tells Us Is AI coming for the sales profession? Will "everything change"? Turns out, history can help us predict the future of the sales profession in the face of the rise of AI. Because, as I read all of the...
Selling During World War I: Selling With Purpose
Selling During World War I: Selling With Purpose What would it be like to be a salesperson during a World War? Well, it's happened twice, and in this episode, we explore the lens by which salespeople were asked to do their jobs during World War I. It's an incredible...
0 Comments