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How many of you reduce your sales leader’s forecast 25% or more each month?
Key research shows that this happens more often than not. The reasons?
- Customer buying patterns have changed;
- Sales & Finance aren’t aligned on the goals of the organization;
- Absence of a framework for business;
According to this excellent HBR article, closing the gap between sales & finance may be the next big thing. It cites strategies that include:
- Invest in sales training and development
- Improve forecast accuracy by measuring KPIs that matter
- Close the cultural gap between sales & finance with common data & goals
