Sales projections are among the most common challenges for sales people and their managers. Why? What causes these forecasts to be so far off the mark? There are a few reasons. Some of which include:
- Over optimism: People think it’s about about being positive.
- Sales people need to buy some time and keep their managers off their backs, so they tell their managers what they want to hear.
- The team and the manager collectively lack an understanding of the business and their sales cycle.
- The deadliest culprit of all: Carrying over prospects who push month after month and keeping them on your projections report.