How to Inject Reliability Into Your Forecast

June 19, 2014

Most sales reps are opportunistic.  Every prospect is a potential sale.  Every current customer is a potential cross-sell/up-sell opportunity.  Reps believe all deals can close.  The problem is that you continue to miss your quota.  As a Sales Manager, you end up scratching your head.  You had a plan ensuring enough deals filled the pipeline.  Why does this continue to happen? 

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