How to boost the accuracy of your sales forecasts

09/8/2013 | B2C Marketing Insider

One reason sales forecasts tend to be inaccurate is that sales representatives, managers and leaders all try to massage the numbers to suit their own needs, writes Frank Donny, founder of Marseli. You can address this problem and promote forecast accuracy by encouraging your team to adhere to the sales process, stick to the sales methodology and keep track of key activities, he writes.

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