sales forecast

Why Bother With Sales Forecasts

Sales Forecast

What is sales forecasting to you? What does it for your business? How do you calculate your forecasts and act on the results? Most people don’t understand the point of it, because usually it doesn’t work, for them at least. But with the right techniques, sales forecasting can make a big difference in any business. [...]

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Why Sales Forecasts Are Never Right

Sales Forecast

Sales forecasts are the perennial problem for sales managers, and reps for that matter, Its strange how the C Suite understands cash and profit forecasts are just that – best guesses about what will happen – but seem to think sales forecasts are guarantees. I guess the sales manager is an easy target. Bosses seem [...]

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Sales Qualification in Pipeline Management

Sales Qualification

Sales Pipeline Management can make a big difference to a small business’s bottom line, but it has to be the right pipeline management. So what is the right pipeline management? Lots of people talk about it, but not many really understand the subject. Based on ways popular software works they’ll think it’s about sales forecasting. [...]

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Sales Qualification Checklist and Probability Calculator

Sales Qualification

Sales forecast with weighted probabilities is the professional sales managers primary system for tracking sales deals. Those weighted probabilities for inclusion in the sales forecast can be calculated in various ways but our preference is a standard set of rules which get applied to every deal, every time. We use the sales qualification checklist to [...]

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Sales Forecasts Made Simple Template

Front Office Box

Here’s a relatively simple spreadsheet layout for forecasting sales performance. You can download  a .xls versions from our Download Center. The .xls version will give you a chance to play around with the numbers of course. Any questions?  Please add them to this post as comments and we’ll get right back to you. Meantime here’s [...]

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How Accurate Is Your Sales Forecast

Sales Forecast

How do you forecast sales? What’s the value of your sales pipeline? How do you track progress? No sale is worth a can of beans until the order is signed, the product/service delivered and the invoice paid – because it can always go wrong.  It may not close at all, a competitor might pull a [...]

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