The Great Game of Business, Expanded and Updated by Jack Stack

Author:Jack Stack [Stack, Jack]
Language: eng
Format: epub
ISBN: 978-0-385-34834-8
Publisher: Crown Publishing Group
Published: 2013-07-16T04:00:00+00:00

Those are the kinds of questions you have to put to your salespeople. Ask the toughest ones you can think of, and ask early enough in the process so that there is time to come up with new answers or devise new contingency plans.

Your company may not have a sales force per se—if you have a professional service firm, for example. In that case, go through this same exercise with whomever is responsible for bringing in customers. If that happens to be you, get together a group of friends and colleagues and have them grill you about your expectations for the coming year. One way or another, you want to wind up with the best sales forecast possible, and that means doing whatever you can to tear it apart before you embrace it.

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