Master BR Floor, 1 week after A/C leak
Last October, I stepped out of bed and felt my laminate floor squish beneath my feet. Being a longtime homeowner, I figured this was worth investigating. I knelt down, pushed on a plank and saw water ooze up from the seams. This was not a good sign. Continue reading
Forecasting & pipeline management are so critical to effective Inside Sales that one of the first things I teach my Inside Sales team is Perfect Forecasting*.
The key to teaching sales reps Perfect Forecasting is having a straightforward, well-defined process that is followed by everyone on the team.
Before making changes to the way my team forecasts, I meet 1:1 with every rep for a pipeline deep dive. Unless there is a solid standard forecasting methodology used across the team, we’ll make changes. (In nearly 20 years, I have yet to inherit a sales team that had a consistent forecasting and pipeline management processes.) Continue reading