In our last episode...
The Moving Hockey Stick is a classic Sales Management tool used by professional Sales Directors all over the world to manage the expectations of senior management. Why is it so useful?
LeadGen.com to the Rescue!
Critical to justifying the front-end loading of resources, the January View confidently projects a linear delivery of sales results, culminating in a stress-free year, and the ultimate achievement of the company's sales objectives.
The May View, however, reflects both the late-spring reality, where perhaps as little as 15% of the annual goal has been achieved, despite more than 40% of the year have flown by, as well as the urgency of, once-again, the front loading of additional resources.
The Moving Hockey Stick can be deployed to exhibit monthly sales forecasts, as well as annual sales forecasts - which is especially useful when senior management is seeking additional funding from banks or shareholders.