October 19, 2017 Adam Norton

Why Forecasting and Pipeline Management Are (and Should Be) Two Different Things

This article originally appeared here in the blog Quotable. Pipeline management and forecasting are both important to a sales force. Consequently, companies invest heavily in specialized technology and tools just to manage these two activities. However, the true magnitude of the investment is only known when the time and energy expended by the sales […]

Explore more
October 9, 2017 Adam Norton

Who Wants Realistic Sales Objectives? Your Salespeople Do

At a recent engagement with a major US company, a senior sales leader posed a question we hear a great deal: How many sales objectives should my sales reps have? It’s an interesting and important question, so I’m going to explore it here. One of the basic beliefs we hold dear at Vantage Point is […]

Explore more