Sales forecasts are the bottom line for sales organizations, and the driver of many downstream business decisions. Their importance is unquestioned, so why then is it that 60% of companies are unhappy with their sales forecasting results?
- Very robust and flexible – can generate accurate forecasts for a wide range of pipeline scenarios
- Eliminates manual forecast judgment – no need to commit to any specific opportunities
- Timely – can be updated on demand, since manual judgment isn’t necessary
- Flexible – supports different opportunity types, with different pipeline durations and probabilities
- Handles uncertainty – supports deal duration and pricing variability
- Greatly enhanced visibility – provides early warning of lagging opportunities and pipeline deficiencies
- Confidence – let’s you decide the level of risk that’s comfortable for your organization
If your company employs a stage-based sales pipeline, has multiple types of opportunities, and has a sales cycle longer than a few weeks, then you will be interested in understanding the differences of the forecasting approaches explored in this white paper.