Best Practice Report

Improving Sales Forecast Accuracy Through Reporting

January 1st, 2018

Summary

At-a-glance sales forecast reports (i.e., flash reports) are useful for sharing complex sales data with multiple audiences. Forecast coverage ratios provide insights into the ability of sales to achieve both the sales plan and the commit. Launching a sales flash report can improve forecast engagement and accuracy.

Chief sales officers (CSOs) and sales operations are trusted to provide the rest of the organization with pragmatic predictions through sales forecasting. In addition to forward-looking sales projections, sales operations must use forecasting to create a sense of urgency to drive sales results within a defined time period (e.g., month, quarter, fiscal year). In this report, we share best practices for building forecast reports and demonstrate how to qualify the forecast using coverage ratios.

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