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3 Simple Steps to Forecasting Accuracy

3 Simple Steps to Forecasting Accuracy

Recently I had a conversation with a friend of mine who’s also a sales executive.   He told me that they were consistently missing their forecast, and by a significant amount.  In his case the root cause of the problem was that they were including all of the...
25 Signs of a Bad Sales Culture

25 Signs of a Bad Sales Culture

It’s rare indeed for me to see a proactive sales culture.  The norm is an unhealthy one. Take a look at the list below, grouped by Sales People, Sales Managers, and Sales Executives, and see if you have the signs of a bad sales culture. Then, in follow-on...