Our research shows that sales managers consider forecasting important, and that it consumes lots of the sales force's time. But most managers consider forecasting efforts fraught with bias, and therefore unreliable; and not surprisingly, most are unsatisfied with forecasting accuracy. A dispassionate observer might reasonably ask: If forecasting is both time consuming and unproductive, why do sales organizations bother doing it at all?
Yet sales forecasting can generate enormous value when done effectively. Effective firms ground forecasting efforts in realistic expectations, and use proven techniques for instilling accuracy. This webcast features practical approaches for transforming sales forecasting efforts into valuable, practical, and accurate tools.
