Sales Forecasting

Discover how to create and manage effective sales forecasts. Learn why forecasting is critical, and how to use qualitative and quantitative methods to project sales.

Introduction

• Sales forecasting impacts everything

1. Understanding Sales Forecasting

• What is sales forecasting?
• Why sales forecasting is important
• Understand the sales forecasting process

2. Preparing for Sales Forecasting

• Define your market category
• Understand market dynamics
• Select a forecasting technique

3. Using Quantitative Forecasting

• Collect data
• The rollover technique
• Moving averages
• Smoothing

4. Using Qualitative Forecasting

• Using estimates from customers
• Use estimates from sales reps and distributors
• Use a panel of experts
• Forecasting in the new world of work

Conclusion

• Sales forecasting is about conversations