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 […]

Experience, Sales Advice, Uncategorized

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.  […]

Experience, Hiring, Sales Tips