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 Note: my take on this article is that forecasting should focus on sales funnel identification rather than nebulous close and revenue “guesses” – unfortunately the process listed in the article doesn’t match detailed sales funnels I have seen…
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