9 October 2003

What’s Your Plan for 2004?

When plotting your sales strategy, make sure you use the right customer metrics

by Benson Smith and John H. Fleming
Senior executives are busy forecasting sales for next year. They’re examining competitors, market trends, economic projections, consumer confidence reports, and an array of other information. Take note: Good plans don’t come from looking at the most data but from evaluating the right data. Here’s the information that matters most to you.
Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
John H. Fleming, Ph.D., is Principal and Chief Scientist -- Customer Engagement and HumanSigma for Gallup. He is coauthor of Human Sigma: Managing the Employee-Customer Encounter (Gallup Press, November 2007).
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