Forecast VS Actual

Sales Forecasts and Actual Sales

Dave Kinnear1-On Leadership

Little Correlation In my experience, sales forecasts and actual sales have little correlation. This topic came up recently as several colleagues, and I discussed what appears to be a panic push for more sales activity from the sales team. The trouble is, many are still clinging to the old model of sales, and most of us agreed that the model doesn’t …

Find Lost Revenue

Book Review: Find Lost Revenue by Mark Friedman, Patrick McClure, et al.

Dave Kinnear1-On Leadership, Book Reviews

The authors suggest that their book will help the reader “uncover hidden causes to common sales and marketing problems.” While I’m not sure which problems might be hidden rather than being simply ignored, this compendium of professional articles will certainly take the reader on a soul searching journey. I admit to starting out a bit skeptical about the “readability” of …