Best Practice Report

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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