Tag Archives: data

Are Analytics for Sales a Technology Overkill?

by Joanne Black Oh, how I hate paperwork. Most salespeople feel the same way. We just want to spend time with our clients and close deals. It has been tough enough for organizations to get salespeople to use CRM and … Continue reading

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The Unbearable Unfairness of Sales Forecasts

Time and again, sales forecasts are doomed thanks to blind optimism. Here’s how it happens. Sales manager asks rep how things are going. Rep says things are great. Sales manager asks if rep expects to close all his deals by … Continue reading

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