Mon, 9 June 2008
What do you measure to predict future sales performance? Is it the number of cold calls made? The number of face-to-face visits? The number of opportunities in the pipeline? Those gauges are important to monitor but how realistic is it to rely on them to forecast sales? Do those measurements actually help you figure out "the dollars in the door"?
In this episode Joe and Mike talk about the pitfalls of relying on traditional methods of predicting sales results and in some cases how measuring them can negatively impact your sales. They will also discuss what sales people and sales managers should be looking at and offer a method to determine if you are focusing on the types activity that will lead to "the dollars in the door".
Sales Podcast and Sales Blog