How to Fix a Sales Forecast Killer
NOVEMBER 27, 2017
Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. It only took two months after the first rep’s retirement to start seeing an impact on the forecast and on revenue. With three out of 10 reps gone, the forecast dropped substantially and with it the year that was going so well for the company. The yearly forecast has to have a hedge.