This paper takes the reader through a four month process of declining revenues and the issues with the pipeline and forecast.
There is straight talk about the bull pucky that surrounds revenue shortfalls and the responses sales managers and salespeople give as excuses. There is a Causes and Solutions section to tell the CEO what to expect the excuses that will be rendered. The author mentions that in the third month of a slowdown the sales manager is beginning to sound like the sales reps (Stockholm, Syndrome anyone?). Page five lists 13 excuses the sales manager begins to use when asked about revenue.
This gives the CEO insight into the thinking, excuses, pressures and frustrations of being a sales rep when things go south.
This ebook is britually honest: one quote of note is:
"Discounting and special offers are now getting serious. After all, if your can't sell it, give it away at lower margins"
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