Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Arguments Supporting Sales Reporting

Now that we have reviewed, and hopefully overcome, some of the negative elements of sales reporting, let's take a look at some of the benefits, including sales forecasting and identifying areas for improvement. The pros far outweigh the cons, making sales reporting a skill worth learning to do well. Perhaps the most pervasive benefit of sales reporting is that it predicts future demand for your product or service. It is no secret that salespeople are not fond of preparing sales forecasts. Since reports create accountability, the salesperson may be required to live up to his projections. If salespeople are required to live up to their projections, there may be a tendency to underestimate their capabilities. ...