The Wild, Wild, West of Sales Forecasting

Forecasting and meeting revenue targets will continue to be the most important job for even the roughest, toughest senior sales executive. Forecasting revenue targets and communicating revenue expectations (especially revenue shortfall!) is too important a task for the Sales Vice President to delegate down to the individual sales rep. In fact, rolling up sales reps’ forecasts is like a high-stakes card game in Dodge City.

Editor’s … [ Read more ]