How Optimistic Is Your Sales Team?
Are your salespeople optimistic or pessimistic? Well, using some recently published scientific data we can provide you with some of the answers.
Over on our Buyer Insights portal we have just written an article that warns sellers against the perils of ‘glass half-full thinking’ – something that is much more common in selling than we would like to believe.
As managers we need to take precautions against the in-built tendency in most salespeople to over-estimate the likelihood and timing of a deal. In the article we provide some tips.