Why Your Reps Overestimate Sales Forecasts (And How to Prevent it)
Sales Hacker
MARCH 7, 2019
Either way, you need to separate sales performance from forecasting performance and deliver constructive feedback on each skill individually. If there’s absolutely no budget to support accuracy incentives, you’ve got another issue. Reps who hit their number, but forecast inaccurately should also hear from you.
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