Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

Price is what you pay. Value is what you get.”

Warren Buffett, American investment entrepreneur

Golf ball. Just short.

Last week at the Players Championship, Tiger Woods played 275 shots over 4 days. He won by only 2 strokes over 3 other world class golfers. That means he was less than 3/4% better. He only played 1 in 137 shots better than the others. He only had to play 2% better than the next 13 other golfers to win. He walked away with $1.7M. They got $709K down to $237K. But, what if golf was like sales? What if no one got paid for second place? 77 golfers got paid that day. In sales, 76 would have gone home empty handed.

Universal Problem…

As I’ve been invited to speak and work with companies over the past two decades, one of the reoccurring thorns in the side of every executive is the difficulty in forecasting accurately.

59% the percentage Bloomberg reported of the S&P 500 companies who missed their sales forecast in Q3:2012.



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