I have them walk me through

[Shishirgano9]

Then you are going to lose because salespeople lie. They are liars because they are good at telling you what you want to hear at the beginning of the period. Then at the end of the period, you miss forecast and the only person that suffers from that is the sales leader. What you should do is what the great sales leaders I’ve worked with do and this is what I did as a sales leader.



I sit down with each salesperson and I go through their finland cell phone number list accounts with them andthat and I look them in the eyes. I get to know my salespeople. I know when they are pushing a little too hard. I know when they are lying and if I need something for a forecast, I’d rather have them tell me the truth. That’s the other piece of this.



You have to create an environment where salespeople can tell you the truth. In other words, you want your salespeople to write a check to you that doesn’t bounce. Create an environment where people can tell you the truth. Expect the truth and then go change the truth. That is how it works. But, if you are trying to build forecasts of what’s in the CRM, you are out of luck.