Sales forecasting is troublesome for most sales organizations – just 41% consider their forecasting efforts effective. Effective or not, sales forecasting often consumes lots of sales organizations’ time and attention. In this webcast, we consider the elements of effective forecasting for sales organizations. Basic forecasting techniques are reviewed, along with...Read more
The third in a three part series on sales resource utilization. Sales forces are continually pressured to improve productivity. As a result, many leaders’ first response is to focus on improving salesperson effectiveness. But many overlook the significant productivity gains that come from improving efficiency, including those from improving resource...Read more

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