The Miller Ratio. A Tool to Detect for the Possibility of Earnings Management

The sales executive can then see how and why the forecast has been adjusted by front-line management. This results in fewer surprises and greater confidence in the forecast, as well as a greater win ratio. As a result, there is also a watershed shift in accountability. Rather than seeing who has filled out forms, the question becomes which managers have strategized and coached their deals? And if not, why not? Metrics drive visibility and accountability, which ultimately drive discipline. Coaching and Forecast Follow-up Metrics The Internet has created the possibility of getting greater feedback on the pipeline at a minimum of expense and time from the field reps. While a good coaching session is the foundation of forecast accuracy, a manager needs to separate coaching and forecasting techniques. Coaching must be value-added. It needs to provide new ideas to help qualify, advance the strategy, gain access, challenge assumptions, or brainstorm new ideas. Coaching should expose blind spots for the repБЂ™s benefit БЂ” not expose his or her shortcomings ...»