Creating Two Problems Out Of One: Conflating Forecasting and Performance
“Sales are underperforming. Growth is not where it needs to be. We need to turn up the heat on the weekly forecast call!” This is a familiar scenario. And the…
Bridging the Forecasting Gap: How to achieve an evidence-based sales forecast
When I talk to the CEOs of B2B companies, there is one particular operational challenge that causes them the most frequent stress and anxiety: delivering accurate sales forecasts. This issue…
