Achieving Accurate Sales Forecasting:
A Guide to Using Root Cause Analysis and
Problem Solving in Opportunity Management
If sales forecasts are running short of expectations, it’s human nature to ruminate around factors outside the control of sales, such as a shaky or uncertain market. However, b2b sales leaders must also explore internal reasons for why deals may be stalling or are lost.
Read this Guide for a description of how to conduct root cause analysis and use problem solving techniques to identify areas of weakness within sales that, with remedial action, could greatly impact the bottom line.