Building An Effective Sales Forecast Process

Sales forecasting is a communications exercise that becomes increasingly complex as organizations grow; the more people there are, the greater the potential for miscommunication. Well-designed sales force automation (SFA) platforms contain the signals that reps and managers need to communicate accurately, such as opportunity amounts, sales stages, close dates, and forecast categories. Through regular forecast meetings, sales leaders interpret these signals, clarify them, and ultimately help chief sales officers (CSOs) determine an accurate forecast for the organization. This report illustrates the essential steps to manage and ensure precise sales forecasting as organizations develop.