“The reps are forecasting $1,000,000 this month,” I told my CEO back when I worked at InsightSquared. “Well, what are YOU forecasting?” He asked me. Now that I’m a seasoned sales leader, I understand the difference between the two. The Biggest Reason Reps Overestimate Their Forecasts Most of the reasons reps are over-optimistic in their … Continue reading “Why Your Reps Overestimate Sales Forecasts (And How to Prevent it)"
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