I ran a workshop recently for a bunch of newly promoted Sales Managers and detected a little bit of apprehension. No surprise.

 

Many sales professionals - even those in senior positions - baulk at the idea of forecasting. Why is this the case? 

 

Here are three myths that tend to surface:

 

Forecasting is shrouded in some mathematical mystique which make it difficult 

Forecasting is the language of senior managers or those who sit in board meetings

Forecasting has got nothing to do with me…I’m just a (blank)…

 

Sales forecasting means having confidence in your version of the future and being able to stand over it.

 

If you’re engaged in activities which have a direct effect on future revenue streams and you are accountable for delivering on those things as a sales person, then forecasting is in your remit one way or another.

 

Today: How do I coach my sales team to forecast?

 

Listen now!