• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Assumptions kill opportunities

Bob Apollo - 1 November 2019

I’ve had the opportunity to sit in on a number of QBRs with my clients, and as an outside observer I’m struck by how common it is for salespeople to make untested assumptions that directly affect the accuracy of their sales forecasts and the outcomes of their sales opportunities.
It’s all-too-easy for salespeople – particularly if they have relentlessly positive personalities – to fall into the assumption trap, and to confuse hope with evidence. It’s easy to project past experiences onto current situations, and to assume that they will lead to the same results.
And it’s all too easy (to draw upon one of my recent articles) for salespeople to succumb to avoidable errors of ignorance or application. The conclusion is clear: assumptions kill opportunities. So how can sales leaders create an environment that avoids these mistakes?
Checklists can help. They can draw the salesperson’s attention to the things that

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler Training
Amy Franko
Assessments 24x7
Integrity Solutions
Kurlan & Assocs
Membrain
Mereo
Objective Management Group
Salesforce
Sandler Research Center
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2023 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative