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.

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