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Sales Forecasting Is The Key To Business Success

Aug 18, 2008
Sales forecasting is an art rather than a science, which enables analysts to predict the forthcoming stages of sale of any company or organization. It is one of the most difficult areas of management where a lot of experience and knowledge is required for accurate prediction but also one of the most important, since it is undertaken to predict demand at different stages.

This process is a complex managerial function and should be undertaken in a scientific way. Sales forecasting is also an important task in that it maintains a good relationship with customers in the modern enterprise resource planning system and the supply chain management system. When you look at the numbers, sales forecasting is a great way to look at the future from an objective standpoint. But how do you go about creating a sales forecast? This article will provide some tips to help you do just that.

The first thing to do is to refine your sales process to focus on customer centered milestones. Most forecasting errors are made when a sales process is implemented that tracks the actions of the sales reps, rather than the consumers. Knowing how many sales calls were made might be useful information to have, but what is really important is to know how many contracts were actually signed. Combine these two things together, and you will have a clear picture of just how effective your current sales approach really is.

It is equally as important to accurately track your milestones, and if you dont currently have a management system in place, you should seriously consider purchasing sales forecasting software to track both the progress of each sales rep and the actions of your customers. Check this daily and be sure to set up weekly meetings with each sales person in order to discuss their progress. This is a good way to see if it is necessary to initiate weekly training meetings as well. You will also be able to see which salespeople deserve special recognition for their efforts.

Effective sales forecasting can improve your revenues and build up your company, and in the end, isnt that the real goal. If you decide to purchase a software program, be sure to evaluate the needs of your sales force and company as a whole, and take some time to research the different programs and the features of each one before you choose. One size does not fit all when it comes to the best products for your business, so make sure that you choose correctly.
About the Author
Cloud9 Analytics delivers easy-to-use business intelligence applications directly to sales, marketing, and support organizations as a service over the Internet.For more information visit Sales Forecasting
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