Get your salespeople off ‘hopium’ and get to a real selling strategy

As we head into the second quarter of 2017, many organizations are taking stock of their progress toward their annual sales forecast. For some, they are well ahead of their plan. Others are carefully monitoring the pipeline figures being given to them by their sales team. Prudent business owners know they are wise to use cautious optimism with their salespeople’s forecast. Wouldn’t it be nice if every salesperson was able to provide company ownership/leadership with a “take it to the bank” forecast that was challenging, yet realistic?

Many well-intentioned salespeople forecast aggressively because they do have…