Introduction Sales leaders like selling. They’re good at it. They mastered the skills of selling as salespeople, and now they take pride in sharing what they’ve learned with the sales teams they manage. But every quarter or so, sales leaders are asked to do something that’s not based on their past experience. It’s not something they feel comfortable doing, and if the research is accurate, it’s something they’re not particularly good at: forecasting. Think about your organization and the anxiety that forecasting season evokes: the hunt for data, the reports from sales reps that have to be viewed critically to assess how truly accurate they are, the effects of future product plans or changing market conditions.

Join for free to read