The Fundamentals Of Sales Forecasting

December 17th, 2020

Summary

Unreliable and limited sales forecasting capability can leave B2B organizations and their leaders exposed to inaccurate and insufficient business insights and a lack of revenue predictability. The purpose of this report is to identify the four data-driven, stakeholder-valued fundamentals of accurate forecasting and demonstrate how their integration into an organization’s processes, governance, and decision-making can improve the accuracy and reliability of sales forecasting and enable key organizational stakeholders to manage a business more effectively. This is the first in a series of reports on sales forecasting.

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