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- Title
Commentary on the Role of the Sales Force in Forecasting.
- Authors
SMITH, JOE
- Abstract
The author discusses the role of sales force in forecasting, focusing on the need to weigh the value of sales-force input. He offers basic guidelines for sales-force input that can bring cultural change for an organization which include tracking and holding accountable for a set of key performance indicators of the participants, educating salespeople or participants on their role as forecasters, and recognizing the sales-force for their active involvement.
- Subjects
SALES personnel; BUSINESS forecasting; SALES force management; ORGANIZATIONAL change; CORPORATE culture; KEY performance indicators (Management); FUTUROLOGISTS
- Publication
Foresight: The International Journal of Applied Forecasting, 2014, Issue 35, p14
- ISSN
1555-9068
- Publication type
Opinion