Based on K&A's 30+ years of recruiting, managing, and coaching sales staffs, K&A believes that most companies do not understand how to successfully manage sales forecasts.
Here are the top 5 reasons that most companies experience such a low success rate with their sales forecasts, based on K&A's experiences:
K&A defines "sales forecasts" to be the pipeline of sales opportunities that each sales staff member is actively working on. Each opportunity includes the company name, the total sales value, and the targeted decision date, for each active opportunity.
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