07
Sep 2017
Ch-ch-ch-Changes
Change happens. It can be good, it can be bad, but it cannot be ignored if you are to succeed in sales. So you had better arm yourself with a system that recognizes change, accounts for it, and keeps you on the right path.
07
Sep 2017
Setting a Consistent and Accurate Probability
Subjective probability assessment has never worked well. Estimates made by salespeople are massaged by sales managers to reflect their perspective and then by management to include their opinions.