Sales Guidance

Getting Lucky… All Its Cracked Up to Be?

A couple years ago I was working with sales manager with a bumpy and somewhat unreliable pipeline. We were discussing how to make his team’s forecast a bit more consistent. Mid-meeting he coolly replied ‘I’d rather have a lucky sales rep then a consistent one’. At another company, I don’t think it would be grossly exaggerating to …

Getting Lucky… All Its Cracked Up to Be? Read More »


The recent Brexit debate has had a lot to say about uncertainty so I thought I would share some thoughts on what the topic of uncertainly can mean for businesses and how to mitigate that. Uncertainty  Uncertainty is the scourge of business. We expect public companies to be able to accurately predict their business, or …

Uncertainty Read More »