Towards Reliable Sales Forecasting (Article Extract)

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Are Good Sales Forecasting Methods Good Enough?

For many companies sales forecasting is a source of frustration. It can seem impossible to get a reliable steer on what will come in, what will slip and what will fall out altogether. Yet with the right method being used well, the forecast can be a valuable dashboard for your business.

The problem often stems more from a lack of substance behind the input to the sales forecast which often becomes more like a wish list than a finger on the pulse of business likelihood. A good sales forecasting method will put the focus on the substance behind the forecast.

Making Your Sales Forecasting Method More Effective

The substance behind reliable sales forecasting methods comes from a combination of good account planning and a sales approach using intelligent multi-layer sales qualification and negotiation. None of this comes easy and it’s wise to seek experienced external help.

If your company provides value-add or business critical solutions or services, this subject is even more relevant. Experience highlights that the more value-add or complex your offerings the less of a numbers game and the more of a quality game it becomes .. ..

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