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“Without that kind of basis, I also think it’s really hard to think about the type of reskilling or upskilling the workforce will need.”

Figure 1 shows this relationship for the Consumer Staples sector.

For selling situations where annual sales forecasts are unreliable, use one of the following techniques: 1) shorten the performance period to improve projection reliability, 2) use a rolling quota of the last three months to set the next month’s number, or 3) count events such as contract signings to measure performance.