The Sales History Podcast

What History Got Right: Sales Forecasting

July 06, 2022 Todd Caponi Season 2 Episode 10
The Sales History Podcast
What History Got Right: Sales Forecasting
Show Notes

While reading and studying books and magazines on sales leadership from the late 1800s through the 1940s:
The problems of sales & leadership are almost all the same today...except for one thing. There are no articles, or even expressions of consternation, about forecasting in sales back then. I think I put my finger on why - and while it might not solve all of our forecasting issues, there's a core question that should strike everyone who listens...

Why do we try to predict when a buyer will buy via forecasts and stages that are based on seller activities?

100 years ago, their processes NEVER were "discovery", "qualification", "demo", "proposal", "close'. Never. Listen in to what was the basis of EVERY sales process and forecasting methodology 100 years ago...a systemic recognition of buyer behavior.

NOW AVAILABLE: The Transparent Sales Leader: https://www.amzn.com/1646870646
@saleshistorian on Twitter: https://twitter.com/SalesHistorian
@saleshistorian on Instagram: https://www.instagram.com/saleshistorian/

Reach out at tcaponi@salesmelon.com