00:00So what early warning signs should a CEO or executive look for that signal that their sales process isn't scalable or is putting the company at risk?
00:10Well, I think the first and foremost, it's very simple.
00:13I would just ask how accurate is your forecasting and say if your forecasts are accurate and you can take them to the bank and it's only a couple of percentage points swing either way on a monthly or quarterly basis, then everything seems like it's working pretty well.
00:30I have come across very few people who've ever told me that their forecasting is that accurate.
00:34And the number one complaint is from sales leaders and stuff is that they can't trust the data, they can't forecast.
00:43And this is the effect of not having a well-defined sales process and a consistent execution.
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