Sales Force Attitudes Toward Forecasting

The Sales Management Association (SMA) asked their members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.

It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objectives, requires lots of effort, is fraught with bias, and returns results of dubious accuracy. SMA wondered: what do the people doing most of the forecasting – salespeople and sales managers – think about it?

So SMA asked them. See what they learned in their latest research report. And, view a data visualization they developed using the research data on Tableau Public.

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