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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