Do you give your forecast the focus and attention it deserves? If you are not honest and ruthless about your forecast-and at what stage it is truly at-how can you be successful? How you manage your fo

For Vice Presidents of Sales in technology firms, the pressure to hit revenue targets has never been greater. With reduced sales staff, and the demand to accurately forecast revenues quarterly, monthl

Experience has taught me that most organizations rely on one or two of the most popular forecasting methods already in place. While these methods suffice when it comes to predicting a probable total o

We all make mistakes when selling our product or service. Here are the most common sales mistakes people make. Early in my career I have to admit I have made many of these mistakes. Sherri said this w