Getting the Sales Forecast Right: A Sales Mastery Interview with Rob Brown – Social Centered Selling
Improving Sales Force Accuracy
Last week, I talked to Rob Brown about sales compensation and forecasting and a new tool that he has developed to help ensure that those forecasts are actually accurate. Prior to the interview, I had Rob walk me through how his forecasting tool worked, and I admit that I was impressed. Easy to use and it uses a visual appeal to help you spot potential problems easily.
When you listen to the interview, youll learn:
How sales compensation and sales forecasting typically functions today.
The gaps that sales management needs to know about and why.
The problem that Robs forecasting tool attempts to solve.
Conceptually how the tool solves the problem that Rob uncovered in his work with sales teams.
The information that the tools provides to Sales Executives when striving to accurately predict their revenue.
The sales groups that benefit most from Robs forecasting tool.
Source: Social Centered Selling