S1E58 - Why Executives w/o Sales Experience Struggle w/ Forecasting, w/ Rob Jeppsen - a podcast by Richard Harris and Scott Leese

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:

1. Nobody has to predict future more than a sales leader
2. Why CEOs cut sales leaders forecast by 20% 
3. Why pipeline forecasts built on averages are stupid
4. Advice to CEOs on how to learn trust VPs of Sales
5. 4 levels to look for when hiring a salesperson
6. Why CEOs cant miss a forecast more than once

Further episodes of Surf and Sales

Further podcasts by Richard Harris and Scott Leese

Website of Richard Harris and Scott Leese