Sales Leadership Podcast Episode 295: Forecasting SHOULD NOT Exist!
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Sep 12, 2024 Vlad Voskresensky, Founder and CEO of Revenue Grid, revolutionizes sales strategies with his AI-guided platform. He challenges the very concept of sales forecasting, arguing it may be unnecessary with modern CRM systems. Vlad emphasizes transforming CRMs from mere record-keeping into dynamic productivity tools. The discussion also explores balancing technology and human insight, advocating for smarter automation that enhances decision-making. Ultimately, he encourages leaders to prioritize future goals over past performance for greater team success.
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Forecasting Should Not Exist
- Forecasting should not exist.
- It exists because normal CRM pipeline processes aren't trustworthy, leading to manual revalidation and 'interrogation'.
CRM: System of Record, Not Action
- CRMs are primarily reporting tools, benefiting management more than salespeople.
- Salespeople dislike CRMs as they don't aid selling, hindering productivity despite 'Salesforce Automation'.
The Rebel vs. The Predictable
- Vlad questions which sales rep is preferable: a high-performing rebel or a predictable underperformer.
- He notes the trade-off between star players and team predictability in sales.