Forecasting in sales is tricky business. Using the standard forecasting rule of increasing the odds of winning as a deal progress isn’t accurate and contributes to many missed forecasts. Ask the questions and study the evidence to produce better forecasts . . . and to do something about winning the deals while there is still a chance of doing so.
Piling on! More on the Most Useless Metric in Sales
Posted by iannarino under SalesFrom http://thesalesblog.com 5025 days ago
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