“The sales team forecasts $100 million in revenue for the quarter.” Many companies motivate employees with incentives for matching sales results to predictions. Some punish them for being wrong. Some do both. A constant lament: “Why, oh why, can’t I get an accurate sales forecast?” . “Businesses often use forecasts to project what they are […]
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“Things are not always what they seem.” We can thank Phaedrus, an Athenian who lived around 400 BC, for that insight. He’s also credited with coining a curious metaphor, “opportunity has hair in front, but is bald behind.” Phaedrus isn’t the gung-ho, up-tempo spirit I’d want on my innovation team. But he’s my kind […]
“Our sales results never match what’s forecast!” As the saying goes, “if I received a dollar every time I heard this complaint, I’d be contentedly fly fishing in a remote river right now, untethered from the grid.” Inflated expectations? First, we need to understand what match means in the context of forecasting. If match means […]
A business scam begins with collision of circumstances. A scheming opportunist crosses paths with a person prone to deception. The extension of trust sparks ignition. As Philip Broughton wrote in his book, Mastering the Art of the Sale, “the moment of maximum trust and cooperation is when the virus of dishonesty takes hold.” A chain […]
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I don’t usually blog about my bad buying experiences, but occasionally there’s a debacle that oozes horrible from every pore. When that happens, I take it as a civic duty to write about it. It’s a way to help others avoid the folly I’m about to describe. This incident started last Saturday when I asked […]