Ask in-depth questions to verify forecast accuracy

02/27/2014 | TopLine Leadership Blog

Salespeople tend to be naturally optimistic, so managers have to work to ensure forecasts are accurate, writes Kevin Davis, president of TopLine Leadership. Managers can accomplish this task -- and provide reps with the guidance they need -- by asking in-depth questions meant to uncover buyer behavior. "Improving sales managers' visibility and coaching of the earlier stages of a deal is crucial to winning bigger deals and keeping the top of your funnel filled with higher quality sales opportunities," Davis writes.

View Full Article in:

TopLine Leadership Blog

Published in Briefs:

SmartBrief Job Listings for Business

Job Title Company Location
Manager, Technical Staffing
U.S. Cellular
Chicago, IL
Human Resource Director
Confidential
Salt Lake City, UT
Vice-President of Global Sales
Lindsay Corporation
Hartland, WI
Chief Operations Officer
Delta Community Supports
Blue Bell, PA
Administrative Management Specialist
Smithsonian Institute
Washington, DC