References for Brightwork Sales Forecast Articles

Executive Summary

  • These are the references that were used for our Sales Forecast articles.

Learn why so few entities in the IT space include references in their work. 


This is the reference list for the Sales Forecast articles, as well as interesting quotes from these references at Brightwork Research & Analysis.

You can select the article title to be taken to the article.

Reference #1: Article Titled:

What is a CRM Forecast?


Reference #2: Article Titled:

What is Sales Forecasting?


Reference #3: Article Titled:

The Problem with Promotion Management Software

Lucas, Anthony. “In-Store Trade Promotions – Profit or Loss?” Journal of Consumer Marketing. April 1, 1996.

Reference #4: Article Titled:

Is Your CRM System Increasing Sales Forecast Error?

Reference #5: Article Titled:

A Frank Analysis of Deliberate Sales Forecast Bias


Mentzer, John T. Bienstock, Carol C. Sales Forecasting Management. Sage Publications. 1998.

Reference #6: Article Titled:

Is Your Sales Rep a Sociopath or a Narcissist?








Studies reveal that most ordinary people secretly think they’re better than everyone else: We rate ourselves as more dependable, smarter, friendlier, harder-working, less-prejudiced and even better in the sack than others. “The paradox about narcissism is that we all have this streak of egotism,” says Mark Leary, chair of the department of psychology at Wake Forest University in Winston-Salem, North Carolina. “Eighty percent of people think they’re better than average.”


Comment #1

Narcissism is increasing at least partly because inequality is increasing. Look at the 0.1%, read what they say – so much confidence that they deserve every penny that came their way because they are so much better that the rest of us. Look at Goldman Sachs traders, or some doctors specialists, or hedge fund managers, or CEOs, or celebrities like Kardashians. It is only fitting that the leading Republican candidate is a remarkable narcissist: this is an expected evolution of their ideology, a pretense of meritocracy.

Comment #2

The people I know who are stuck on themselves all share a commonality: none of them is so special and, at some level, they know it. The self-satisfaction compensates for being unremarkable (and for the record, it’s quite respectable to be unremarkable). If narcissistic people had outstanding qualities to recommend them, such attributes would speak for themselves. So I feel somewhat sorry for people who won’t come down from themselves, even as their behavior chafes.

Comment #3

As a mental health practitioner, I find that the public often misuses diagnostic terms. We all speak of being “depressed” that there is no more milk in the fridge, or being “OCD” when we mean “punctual.”
Brooks here is doing the same, conflating narcissism and social anxiety.
Individuals with narcissistic personality disorder are deeply disturbed. They construct a false self, to avoid looking honestly at the real one. In most cases, that’s due to childhood abuse. While individuals like Trump get all the focus as nearly Platonic narcissists, the more common experience for me of narcissistic personality traits can be found in therapy with a parent who appears to think little of themselves, but bursts into dramatic tears upon hearing that a teenage daughter is having suicidal thoughts. “This situation isn’t enough about me,” the narcissist appears to be thinking.
There is a big difference between that kind of horror and habitually checking one’s Instagram feed — which is more a manifestation of social anxiety than narcissism.
We all, short of the Dalai Lama, enjoy the admiration of others and use it to build healthy self-regard. I agree that digital media feed on this desire and turbocharge the anxiety that maybe people don’t like me, but I hardly think that helping people update Twitter less often will lead to a less narcissistic world. Social media does connect people as much as it separates them.
True narcissism is a very different and more pernicious condition.

Comment #4

A certain amount of healthy narcissism is necessary for those who strive to achieve, and is a trait that many excellent, fair and well intentioned people have. It can also be pathological, leaving some narcissistic people thin-skinned, easily hurt and likely to respond to real or imagined injury by attacking the person who hurt them.

Comment #5

No surprise, really, that the head of the American Enterprise Institute would fail to see that unbridled capitalism might be one of the major culprits in fomenting narcissistic traits. Along these lines, a provocative recent study out of Ben-Gurion University in Israel has this to say: “These findings suggest that the way in which people measure success affects their honesty. When success is measured by social comparison, as is the case when winning a competition, dishonesty increases,” Schurr explains.

Comment #6

I have watched the cult of the self grow. At various stages along the way, I kind of scratched head and wondered what was going on. Facebook strikes me as apersonality curated shrine to one’s self invariably biased toward making ones life look more exciting, attractive, interesting than it is. We have a whole category of photographs called “selfies.”

Comment #7

The oligarchy (which by the way, the American Enterprise Institute helped bring about) systematically imposes conditions that exacerbate income inequality which helps spread poverty, economic insecurity, and ignorance throughout society.

A populace denied access to basic economic security is then incapable of growing intellectually and morally, which makes it susucecptible to propagandist manipulation that exploits our worst base instincts, including fear, hate, xenophobia, greed, and yes, narcissism.