Delivering qualified leads and appointments is a shortcut to making forecast!
When sales are lagging, you’re in a slump, your back’s against the wall, and you need to make forecast, the answer is to get appointments for your reps. Not just any appointments mind you; you need qualified appointments.
When sales are down in most companies, the manager’s first response is to increase sales activity. More calls. Call current clients, call old proposals, call old leads; “jump on the phones” screams the sales manager.