How Not to Annoy the Snake
Good sales forecasting is the hallmark of a management team who are in control of their business, but nothing is more corrosive to confidence in that team than poor forecasting or nasty surprises. In this episode we tell two war stories about senior executives who fell foul of the sales forecasting snake in different ways and look at some of the reasons why it is so easy to go wrong.
Published - September 2008
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