Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? You might have a relationship problem.

Forecast calls around the world follow a familiar structure. Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. These usually include:

What's the latest update?
Who are we talking to?
Who else do we need to talk to?
What do we know about their selection process?
Who makes the final decision?
Are we the preferred vendor?
What's the next step?