Accurately forecasting sales force performance is a challenge that consistently bedevils sales operations and sales leadership. Sales organizations that reliably produce good forecasts use a systemic approach, guided at multiple levels within the organization, and actively managed for quality. How do firms do this? Our expert panel shares war stories, best practices, guiding principles, and recommended techniques for implementing a reliable, systemic approach for sales forecasting.
- John Thackston, Principal, SOAR Performance Group
- Ken Spiller, Senior Manager Sales Operations, Align Technology
- Kurt Metzger, Director Sales Operations, Lundbeck USA