Sales Leaders: How much are you going to do this month? How do you know?  How sure are you, 50%, 75%, 100%?  What data are you using to make the call? Are you using the CRM? Do you use a discounting or probability adjustment method? Do you track your accuracy? What level of accuracy do you try to achieve? How of often do you get it right? Can the company count on your forecast?

Sales People: How much are you going to do this month? How do you know? How sure are you, 50%, 75%, 100%?  What data are you using to make the call? Are you using the CRM to tell you? Do you use a discounting or probability adjustment method? Do you track your accuracy? What level of accuracy do you try to achieve? How often do you get it right? Can your sales leader count on your forecast?

The best sales leaders and the best sales people know ahead of time how much their going to do each month and each quarter. They know with a high degree of accuracy.

What is your forecasting accuracy; over the past month, quarter and year? Do you know?   You should.