Lies, Mistruths, and Fabrications In Your Sales Forecast

alt text image of half-truth + half-truth doesn't equal the truth

Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principal. These “close dates” are your sales quarters, and they have nothing whatsoever to with the date that your prospective client is going … [Read more...]