Order Cancellations

Your Customer cancelling an order is one the worst case scenarios that could possibly happen especially if the order has already shipped. A revenue reverse event occurs following a cancellation; both your commission and your Company’s revenue. Meet with your manager and work on containing the issue and try reversing your Customer’s decision. This scenarioContinue reading “Order Cancellations”

Forecasting vs Anticipation

Many salespeople ask me why their manager always scrutinizes their forecasted pipeline? Good question. If your forecast is less than 70% accurate, then it becomes less of a forecast and more a wish list; wish lists are primarily supported by active anticipation and not measurable metrics. Your manager is also scrutinized by their manager onContinue reading “Forecasting vs Anticipation”