Executive Summary The majority of salespeople fall into one of two categories. One is the sociopath and the second is the narcissist. Introduction Salespeople normally fall into two psychological profiles. If you have a sales rep, you are therefore most likely dealing with one of these two categories of psychosis. Our References for This Article…
Executive Summary A CRM forecast is a forecast that is entered into CRM systems. We cover what is rarely covered in the CRM forecast. Introduction Understanding the CRM forecast and its use is one of the most important questions around sales forecasting. Our References for This Article If you want to see our references for…
Executive Summary Sales forecasting is the signal given by individual salespeople to their management and that sales give to the rest of their company. We cover how sales forecasting works typically in companies and their pitfalls. Introduction Sales forecasting is the forecast created by salespeople and sales organizations. It seems cut and dried. However, it…
Executive Summary Trade promotion management software is a problem because it increases the number of promotions but does not typically integrate into the forecasting system. On Trade Promotion Management Software Software vendors ranging from JDA to IBM to Junction Solutions make promotion management software, and this category of software is quite broadly implemented at CPG…
Executive Summary CRM vendors state that their applications increase sales forecast accuracy. We question this proposal by CRM vendors and ask for evidence. Introduction This article discusses one strong reason why CRM systems have such a problem earning a positive return on investment, which may be related to forecasting. Our References for This Article If…
Executive Summary Forecast bias is often discussed without stating how it is deliberate. Sales forecasting, along with marketing forecasting, has the highest deliberate bias. Introduction Before writing this article, I spent time reading some of the many articles on sales forecasting right here on LinkedIn. Almost all of the articles I read were from people…