S1E58 - Why Executives w/o Sales Experience Struggle w/ Forecasting, w/ Rob Jeppsen

Rob describes himself as competitive from birth and a troublemaker who pushed back on everything. He also started selling in HS and kept at it through college. A sales leader who ran a team of ~1000, who is now a CEO/Founder, Rob goes in hard on topics such as: Nobody has to predict future more than a sales leader Why CEOs cut sales leaders forecast by 20%  Why pipeline forecasts built on averages are stupid Advice to CEOs on how to learn trust VPs of Sales 4 levels to look for when hiring a salesperson Why CEOs cant miss a forecast more than once