Sales forecasts impact much more than sales management – they have a direct bearing on overall performance, marketing and sales budgets, and planning for service and product delivery, to name a few.
Too often, flimsy sales forecasts increase risk in all those areas. In this context, forecasts are flimsy when they are inaccurate, lack visibility or fail to deliver the right number of correctly qualified leads needed to support target numbers.
Fortunately, there are four clear fixes that make sales forecasts more accurate and robust. […Continue Reading…]