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As a sales leader, one of the more frustrating elements is developing confidence in sales forecasting. Many times I would take as gospel the word of the Account Executive on a deal, only for it to fall over and be handed to our competition. Nothing really has changed today. Working with sales leaders, the same challenge exists. Too many sales leaders are relying on relationship & almost a nudge nudge, wink wink, she’ll be right mate approach to forecasting. There are big blind spots we need to shine the light on.
