How many reps or managers count "maybes" or long-shots to get them to quota every period? You know, the deals that always "could" happen? Hope can make you blind to seeing what is and isn't working or not; you need a reality check to make good decisions.

For example, the app InsightSquared helps teams reach 'the truth' more easily and sell smarter with live charts.This "Sales Strikezone" chart makes it easy for a rep or manager to zero in on just a few of their best opportunities to focus their precious time as the month or quarter gets closer to the end.