Sales forecasting never has been easy, and over time it has gotten a lot harder. This brings up a couple of points that every sales manager and CEO has to deal with: how to forecast deals and how to track them. Forecasting has gone through several generations of approaches that have been tied directly to sales practices. Unfortunately, some of us have been reticent to change practices even when the old solutions stop working — but no worries, you can get up to speed quickly. Where are you on the spectrum below?
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The New Forecasting Era
Posted by: Denis Pombriant September 24, 2014 05:19 PMSales forecasting never has been easy, and over time it has gotten a lot harder. This brings up a couple of points that every sales manager and CEO has to deal with: how to forecast deals and how to track them. Forecasting has gone through several generations of approaches that have been tied directly to sales practices. Unfortunately, some of us have been reticent to change practices even when the old solutions stop working — but no worries, you can get up to speed quickly. Where are you on the spectrum below?