Stanimiroff: Sales reps often do not realize goal deficits until mid-month
Dimitri Stanimiroff · Sales Rep 2.0: How to Make Sales Agile with Heresy · Aug 14, 2018 · at 15:35
This episode carries Dimitri Stanimiroff's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Heresy CEO Dimitri Stanimiroff discusses the optimism bias in sales forecasting and why agile burndown tracking helps teams catch shortfalls early.
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“If a salesperson or the team in the example I gave you before, start slipping behind goal, and they start losing their track a little bit, it's very often the case that they don't really appreciate the gravity of their situation up until it's too late. So in my experience, that will start happening around day 15”
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