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ANALYSIS

In Sales Forecasting, Speed Saves, Slowness Kills

In April and May 2010, Aberdeen surveyed 422 executives from a variety of different industries (i.e. manufacturing, healthcare, telecommunications), and the results were clear: Rapid forecasters (companies that collect and prepare reliable sales forecasts in less than half an hour) significantly outperform slow forecasters (companies that collect and prepare reliable sales forecasts in more than half an hour) in terms of their current and year-over-year performance in sales effectiveness.

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