Vision Report

The Future Of Sales Forecasting

The Growing Impact Of AI On Revenue Prediction And Deal Management

June 16th, 2021
Anthony McPartlin, Principal Analyst
Anthony McPartlin Principal Analyst

Summary

B2B sales forecasting has been revolutionized in the past few years, as machine learning has augmented sales reps’ knowledge and opinions to enable them to make more accurate predictions. Increasingly popular applications of technology, data, and machine learning in sales forecasting reveal an evolutionary path for this key revenue process. Access to much deeper, broader data — combined with the ability of deep learning approaches to analyze larger volumes of structured and unstructured data — will eventually drive a role reversal between AI and the sales organization when it comes to forecasting: from opinion-based forecasting augmented by AI to an AI forecast that’s augmented by opinion.

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