Best Practice Report

The Foundations Of An Accurate Sales Forecast

January 1st, 2018


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, such as month, quarter, or fiscal year. In this report, we define foundational forecast elements and present scenarios that show how these elements help predict sales results.

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