Enhancing Sales Forecasting and Team Accountability

FOUR ACTIONABLE TAKEAWAYS

• Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload.
• When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for.
• Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions.
• Create a safe environment for reps by making it acceptable to forecast low numbers if that’s the reality, with categories for worst-case, most likely, and best-case scenarios.

DAVID'S PATH TO PRESIDENT’S CLUB

• Founder @ Cerebral Selling
• Vice President of Sales @ Influitive
• Vice President Commercial Sales @ Salesforce

RESOURCES DISCUSSED

• David's Book: The Sales Leader They Need
• Join our weekly newsletter
• Things you can steal