How are your reps answering that question? Do you have any type of coaching and forecasting tool that helps you identify the gap between what your sales reps think they can sell the rest of this year and their assigned quota? Some companies already have this type of “100% Forecasting” in place that I explain on this video. But if you don’t…then this can be a great coaching tool, especially to use as we begin our final Fall push to the end of the year. What can you do to help your sales reps overcome the “Hellarewe Bird” challenge faced by most reps? (The three-foot bird living in four-foot grass always asking Where the hell are we?”) How will you help your team “see over the four foot grass” and help them better understand what they need to do to still have a successful year?