This post by Dave Kellogg gives a fresh and realistic approach to probabilistically hitting sales forecasting. By following Dave’s suggestions, your VP of Sales will be empowered to start drawing connections with frequency.
- Important questions to ask when trying to frame sales forecasting around probability.
- How those questions lead to realistic and objective risk profiles for hitting numbers.
- The slippery slope a CEO can put a VP of Sales in by expecting to hit sales forecast numbers when forecasts are inconsistent.