BEGIN:VCALENDAR VERSION:2.0 PRODID:-//ChamberMaster//Event Calendar 2.0//EN METHOD:PUBLISH X-PUBLISHED-TTL:P3D REFRESH-INTERVAL:P3D CALSCALE:GREGORIAN BEGIN:VEVENT DTSTART:20051214T150000Z DTEND:20051214T170000Z X-MICROSOFT-CDO-ALLDAYEVENT:FALSE SUMMARY:Business Smartz Workshop DESCRIPTION:Tired of sales forcasts not coming true? Business Smartz Workshops presents Sales Forecasting: The Classic Oxymoron! with Warren Avery Promethean Data Solutions\, Inc. For the 35 years Warren Avery has been in sales\, a constant standard is the ‘sales forecast’. The problem he notes is that forecasts are at best - guesses\; and at worst - wishful thinking. “To make matters worse\,” continues Warren\, “not a single company I know produces to forecasts\, they use history. Whatever they produced last month is what they will produce this month\, regardless of the forecast. So the issue for me is why a forecast. The answer became very simple once I pondered what I needed as a sales manager. What I really wanted was to monitor sales activity – prospecting\, opportunities and finally sales. The whole issue of ‘when a deal would close’ becomes moot – if I had quality prospects\, I could turn them into quality opportunities I could close my share. Not every one\, but my share\, based on my personal closing ratio.The presentation explains why and how to stop focusing on forecasting and start honing in on Sales Activity Monitoring\, make sure that all the steps are being done\, make sure the follow up is in process and then delete any activity that is not real. The presentation has some great examples using coin tossing to explain close ratios and the three areas that sales managers manage. About the speaker: Warren Avery\, President of Promethean Data Solutions\, Inc. and publisher of the IT Weekly Newsletter\, is a 35 year sales veteran in computer systems\, retail\, advertising and executive recruiting. Business Smartz Workshops invites industry experts to train our membership for free in sales and marketing every 2nd & 4th Wednesday from 8-10am. The Scottsdale Area Chamber offers a plethora of training classes\, workshops\, & leadership roundtables to assist professionals to better sell\, market\, and lead in this economy. To learn more about additional training opportunities\, contact Kyle Morey. X-ALT-DESC;FMTTYPE=text/html:

Tired of \;sales forcasts not coming true? \; \;
\;
Business Smartz Workshops presents
\;
Sales Forecasting:
The Classic Oxymoron!
\;
with Warren Avery
Promethean Data Solutions\, Inc.
\;
\;
For the 35 years Warren Avery has been in sales\, a constant standard is the ‘sales forecast’. The problem he notes is that forecasts are at best - guesses\; and at worst - wishful thinking.
“To make matters worse\,” continues Warren\, “not a single company I know produces to forecasts\, they use history. Whatever they produced last month is what they will produce this month\, regardless of the forecast. So the issue for me is why a forecast. The answer became very simple once I pondered what I needed as a sales manager. What I really wanted was to monitor sales activity – prospecting\, opportunities and finally sales. The whole issue of ‘when a deal would close’ becomes moot – if I had quality prospects\, I could turn them into quality opportunities I could close my share. Not every one\, but my share\, based on my personal closing ratio.
The presentation explains why and how to stop focusing on forecasting and start honing in on Sales Activity Monitoring\, make sure that all the steps are being done\, make sure the follow up is in process and then delete any activity that is not real. The presentation has some great examples using coin tossing to explain close ratios and the three areas that sales managers manage.
\;
About the speaker: \;Warren Avery\, President of Promethean Data Solutions\, Inc. and publisher of the IT Weekly Newsletter\, is a 35 year sales veteran in computer systems\, retail\, advertising and executive recruiting.
\;
Business Smartz Workshops invites industry experts to train our membership for free in sales and marketing every 2nd &\; 4th Wednesday from 8-10am. The Scottsdale Area Chamber offers a plethora of training classes\, workshops\, &\; leadership roundtables to assist professionals to better sell\, market\, and lead in this economy. \; To learn more about additional training opportunities\, contact Kyle Morey. \;
\;

\;
\;

LOCATION:Scottdale Area Chamber Boardroom 2nd Floor UID:e.1953.771 SEQUENCE:3 DTSTAMP:20260525T072923Z URL:https://business.scottsdalechamber.com/events/details/business-smartz-workshop-12-14-2005-771 END:VEVENT END:VCALENDAR