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Setting Sales Quotas and Targets

As a sales manager, one of your annual tasks is to sit down with your salespeople and set mutually acceptable sales targets and quotas along with levels of sales activity. Then, for the rest of the year, you have to ensure they’re hitting their targets by monitoring their activities and results. And then, if they […]

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A Simplified Method of Forecasting Sales

Here’s a typical sales manager’s dilemma: You ask four different salespeople, "What are the chances of getting the sale?" and you get four different answers. It’s not that the salespeople are lying; it’s just that most salespeople don’t have common criteria for making an accurate judgment call. A lot of salespeople feel they are doing […]

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