Sales forecasts are a question of method, not magic.
Let’s face it, creating accurate sales forecasts isn’t easy. We can’t look into a crystal ball and see which deals in the pipeline are going to close in the next X days, which will drag on for X months, or which will flame out and never come to fruition. Fortunately, sales forecasts don’t need to be 100 percent accurate to be valuable.
In fact, forecasting is simply about identifying a specific sales target in a specific time frame, as accurately as possible. It’s about coming up with a number and growing and planning around that number. Ultimately, a sales forecast is an incredibly valuable tool that brings clarity to an entire organization. In this guide, you will learn:
- what forecasting is and why it’s important
- the major components of a sales forecast
- how to create a successful forecasting process through forecast review meetings
- tips to help you improve your forecasting accuracy and utilize the best technology possible.
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