Few companies use sales-force estimates without making some adjustments because of both deliberate and inadvertent estimation error on the part of salespeople.

Question

Quizplus · Accepted Answer

Sales-force estimates are often based on the opinions and judgments of individual salespeople, which can be influenced by a variety of factors. Companies typically make adjustments to these estimates to account for potential errors, such as biases or incomplete information, that may affect the accuracy of the sales forecast. This allows companies to better allocate resources and make informed decisions based on more reliable data.

Few Companies Use Sales-Force Estimates Without Making Some Adjustments Because