sales forecast

  • Fix Your Mediocre Pipeline for Accurate Sales Forecasts

    • January 26, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most salespeople don’t pay too much attention to this.  Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive level.

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  • Top 5 Sales Issues Leaders Should Not Focus On

    • November 19, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback? Did you notice that the following day, everyone was saying that he sucked? While it’s possible that these three Quarterbacks could have a bad day, most of their bad days are less about them and more about whether or not their offensive lines gave them the time and protection they needed to find an open man and make a good pass. It could also have something to do with whether or not their receivers were able to quickly get open.

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  • Controversial “Best Time” For Salespeople To Fill Their Pipeline

    • June 21, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The obvious answer is to make sure that they fill the pipeline when it begins to empty or is getting close to being empty, right?  

    Wrong.

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  • Who Do You Call When Your Sales Forecast is Busted?

    • April 20, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When your short-term sales forecast indicates that you’ll come up short this period (month), what do you direct your salespeople to do in order to fill the gap?

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