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What History Got Right: Sales Forecasting
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While reading and studying books and magazines on sales leadership from the late 1800s through the 1940s:
The problems of sales & leadership are almost all the same today...except for one thing. There are no articles, or even expressions of consternation, about forecasting in sales back then. I think I put my finger on why - and while it might not solve all of our forecasting issues, there's a core question that should strike everyone who listens...
Why do we try to predict when a buyer will buy via forecasts and stages that are based on seller activities?
100 years ago…
The skinny
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