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
We Are Selling Ideas, right? Here’s 400 Years of “How To” Advice
We Are Selling Ideas, right? Here's 400 Years of "How To" Advice Sales - the most brilliant minds in the profession view our responsibility as "selling ideas'. Those brilliant minds date back to the 1600s and Sir Francis Bacon, the late 1700s and Benjamin Franklin,...
Why Does Sales Exist The Way It Does – And Should It?
Why Does Sales Exist The Way It Does - And Should It? Our version of sales recruiting, sales training, dedicated territories, quotas, salary + variable compensation plans, even sales kickoffs all began between 1890-1920. The process designs, compensation strategies,...
Salesman’s Creeds – The “In Thing” of the Early 1900s
Salesman's Creeds - The "In Thing" of the Early 1900s Salesman's "Creeds" - There was a concept that started popping up around 1905, spreading to individual companies, industries, and eventually to entire cities by the 1910s. Established to change the perception of...
0 Comments