Making More Than the Number: a Navigational Approach to Sales Forecasting

29 October 2015

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Sales forecasting should establish more than the number that represents the sales force's commitment. It should also deliver an inventory of known risks, contingent plans for course correction, a prioritized set of tactical objectives, and a road map of potential management coaching opportunities.

Most firms realize few of these additional benefits from sales forecasting. That's a pity, especially given how much trouble forecasting is. Worse yet, many firms -- especially those that rely on spreadsheets -- suffer through forecasting activity that fails to meet even the basic requirements of being error free, complete and accurate.

Forecasting approaches that minimize demands on the sales force and drive real value share these essential characteristics: they are process-focused, repeatable, highly collaborative,and adaptable. In this webinar, we'll share insights into what makes for an effective forecasting process, and detail how firms optimize forecasting to drive value far greater than simply establishing the number.

Presented by sales operations experts Kevin Josephson, associate principal at ZS Associates and Anthony Reynolds, executive vice president, operations at Anaplan, this session will explore how to optimize your forecasting process and set the right target every time.

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