Funny thing. In the past few months weve found an unusually high number of our clients seriously concerned with inaccurate sales forecasting. To put it bluntly, they are finding it impossible to get forecasting right at all. In situations like that, it doesnt take ESR long to diagnose the cause: a sales process that isnt complied with or no process at all.
I thought it would be valuable for you to hear from a colleague of mine, Michael McGowan. Michael has facilitated the sales process module of the International Selling Programme, of which Ive been a part for the past 6 years. Here is the interview:
Source: Dave Stein’s Blogby