Sales forecast accuracy is difficult for most sales forces. Those in business-to-business environments must forecast without the benefit of demand data, often relying on incomplete or error prone inputs from a range of sources. This helps explain why B2B sales organizations routinely cite forecast accuracy as their most vexing challenge.
In this webcast we examine the drivers of b2b forecast accuracy, and explain how to identify and measure forecast error. We review how firms implement continuous improvement practices in sales forecasting that reduce forecast error and ambiguity, and improve the business impact of sales forecasting investments.
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