Archive for July, 2010
Is Your Sales Forecast Inaccurate?
A few years back, I worked for a company that spent more money, time, and effort on sales forecast accuracy than what most companies pay in corporate taxes. There was a complete department that had 3 permanent employees and at any given time 2 temporaries. Why the expense? While most would say spending this amount [...]
Judged by Your Rolodex
Sound familiar in some way? Some think size matters, others think quality does. I am of the opinion that sales organizations that look for sales people with a big Rolodex are putting the cart before the horse. What really surprises me is that the word “rolodex” still exists in the vocabulary of the modern salesforce. [...]
