Ventana Research
MAR 3, 2014 2:37pm ET

Related Links

Unstructured Data Offers Big Benefits
July 23, 2014
SLM Tools Moving To Monetization Models
July 23, 2014
Insurers Think Inside the (Black) Box
July 21, 2014

Web Seminars

How Customer Analytics Can Lower Costs and Raise Revenue
July 29, 2014
Improve Omni-channel Shopping Experience with Product Information Management
August 21, 2014
Blog

The Sales Forecast Requires Commitment not Status Quo

Print
Reprints
Email

In today’s highly competitive sales environment, where success depends on meeting the specific needs of buyers, an accurate and timely sales forecast is a critical tool for optimizing business outcomes. I discussed this as part of our 2014 research agenda for sales, noting that linking the forecast to commissions, quotas and territories is a requirement for success. We recently completed new benchmark research on sales forecasting to ascertain the state of the processes and technology sales organizations use. This research continues to find less than adequate efforts by organizations to improve their sales forecasting process and insufficient information about the full revenue potential from accounts and customers.

Get access to this article and thousands more...

All Information Management articles are archived after 7 days. REGISTER NOW for unlimited access to all recently archived articles, as well as thousands of searchable stories. Registered Members also gain access to:

  • Full access to information-management.com including all searchable archived content
  • Exclusive E-Newsletters delivering the latest headlines to your inbox
  • Access to White Papers, Web Seminars, and Blog Discussions
  • Discounts to upcoming conferences & events
  • Uninterrupted access to all sponsored content, and MORE!

Already Registered?

Advertisement

Comments (1)
The problem with sales forecasting is that 'raw' data input is only one component of a forecast. The makers of CRM applications have been trying to improve the forecasting characteristics of data inputs for decades....mostly it's an unsuccessful approach. It generally only reflects the actions of the seller.

The second component to accurate and timely sales forecasting is made possible by a higher level of interpretation of the selling process. There also needs to be an understanding of the buyer and the buyer's actions built into the forecast. There are very few tools that are able to make the leap.

Posted by Jay R | Wednesday, March 05 2014 at 4:55PM ET
Add Your Comments:
You must be registered to post a comment.
Not Registered?
You must be registered to post a comment. Click here to register.
Already registered? Log in here
Please note you must now log in with your email address and password.
Twitter
Facebook
LinkedIn
Login  |  My Account  |  White Papers  |  Web Seminars  |  Events |  Newsletters |  eBooks
FOLLOW US
Please note you must now log in with your email address and password.