Sales Forecasting

Discover how to create and manage effective sales forecasts. Learn why forecasting is critical, and how to use qualitative and quantitative methods to project sales.

Syllabus

Introduction

Sales forecasting impacts everything

1. Understanding Sales Forecasting

What is sales forecasting?
Why sales forecasting is important
Understand the sales forecasting process

2. Preparing for Sales Forecasting

Define your market category
Understand market dynamics
Select a forecasting technique

3. Using Quantitative Forecasting

Collect data
The rollover technique
Moving averages
Smoothing

4. Using Qualitative Forecasting

Using estimates from customers
Use estimates from sales reps and distributors
Use a panel of experts
Forecasting in the new world of work

Conclusion

Sales forecasting is about conversations

Taught by

Drew Boyd

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