An Expert Talks About Fixing Sales Forecasting Problems – Dave Stein’s Blog

An Expert Talks About Fixing Sales Forecasting Problems – Dave Stein’s Blog:from 3forward by Matt Smith

Sales Revenue Forecasting

Funny thing.  In the past few months we’ve found an unusually high number of our clients seriously concerned with inaccurate sales forecasting. To put it bluntly, they are finding it impossible to get forecasting right at all. In situations like that, it doesn’t take ESR long to diagnose the cause: a sales process that isn’t complied with or no process at all.
I thought it would be valuable for you to hear from a colleague of mine, Michael McGowan. Michael has facilitated the sales process module of the International Selling Programme, of which I’ve been a part for the past 6 years. Here is the interview:
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Source: Dave Stein’s Blog