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1. Introduction
2. Why should salespeople forecast?
3. When should salespeople forecast?
4. Why don't salespeople forecast?
5. Agenda
6. How do we motivate sales force forecasting
7. Environmental signals and motivational dimensions
8. Research design
9. Role ambiguity
10. Ability to use judgmental input (1)
11. Ability to use judgmental input (2)
12. Provide information on environmental conditions
13. Provide forecasting training
14. Knowledge of how the forecast is used (1)
15. Knowledge of how the forecast is used (2)
16. Forecast accuracy
17. Provide feedback on forecasting performance
18. "Spreadsheet mania"
19. Access to a forecasting computer program
20. Reasons for not taking forecasting seriously
21. Levels of other's seriousness in the forecast
22. The relationship between signals and motivation
23. Forecasting survey
24. Respondents
25. Data analysis
26. Regression results
27. The relationships observed
28. Seriousness placed in the forecasting process
29. Forecasting effort
30. Satisfaction with the forecasting process
31. Summary
32. Concluding remarks

Topics Covered

• Sales Force Motivational Theories
• Discussion of 1000 depth interviews related to sales force forecasting
• Results of survey of sales force forecasting
• Identification of environmental signals that motivate sales force forecasting
• Recommended approaches for managers to improve sales force performance in the forecasting process.

Links

Series:

• Predicting Demand

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on July 28, 2010