A good salesperson has experience. A great salesperson associates experience with technique, and that sets them apart from the competition. Nevertheless, salespeople are self confident and optimistic, as it should be for a good professional, but many believe they are in a better position than they actually are on their opportunities. The consequences of this are not consistent with accurate sales forecasts.
Few managers realize how much they are affected by their salespeople and neglect to coldly analyze every opportunity. This results in a strong dependence on a probability that has been poorly evaluated. Instead of coaching, managers form the “pressure habit” and believe this will improve the results.