Reference no: EM133145073

Response to the followings:

1. One of the critical parts of any sales job is to bring in the numbers (purchase orders), keep the sales pipeline healthy, and provide an accurate sales forecast and results. One of the major issues that we have been running into from the sales team, agents, and distributor is sandbagging their forecasts. Sandbagging is a common forecasting bias that can lead to suboptimal decision-making. Some salespeople and others deliberately lowball their estimates to appear that they are more accurate when they eventually surpass their forecast. For example, in one of the sales meetings, one of the sales representatives predicted that sales would be 10% lower than they would be to make it appear that they were 80% accurate when sales only dropped by 2%.

This led to suboptimal decision-making because it misleads managers to poor decision-making and damages the credibility of the forecasting process. In addition, sandbaggers often do not have an incentive to improve their forecasts, as they are already being seen as accurate. As a result, sandbagging can pose a serious challenge to effective forecasting.

The company adopted a robust sales forecasting processes that incorporated objective data and accurate calculations to address this issue. An effective tool is applied for all salespeople called SalesForce (CRM tool), which tracks leads, forecasts, customer visits, etc. Additionally, regular training and coaching sessions are provided to help teach sales reps and others about sandbagging, so they can avoid it. By implementing these techniques and training, there was an improvement inaccurate forecasting and the bottom-line projection.

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I am currently working in Global IT firm for the past 4 years with over all Information technology of 20 years. I need to deliver a post on PERFORMANCE REPORTING in the discussion forum.

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