Business leaders rely on sales forecasting to gauge organizational health and to guide strategy. But most sales organizations find forecasting extremely challenging, and as a result struggle with forecasts that are rarely accurate. This skews resource investments in hiring and budgeting and prevents management from anticipating important demand trends.
In this webcast, we detail forecasting best practices in high-performing organizations. These practices enhance sales forecast accuracy, improve forward visibility for all stakeholders, and better integrate the sales organization into firm-wide planning efforts.
Topics addressed include:
- Removing bias from sales projections
- Incorporating opportunity pipeline data to improve sales forecast accuracy
- How to identify what to do when your forecast starts slipping
- Aligning forecasting efforts across sales, finance, and other functions to improve decision quality
