Sales Management Dashboards
In virtually every conversation with a sales executive, at one point we get into a discussion about forecasting. Usually it starts with the executive mumbling something like, Damn forecasts are worthless, I might was well flip a coin .. Being very cue sensitive, I usually reply something like, Forecasting system not working for you?
Then I just sit back and listen. No one has accurate forecasts. They put in strange processes to increase the accuracy of the forecast. I see strange sequences of forecasts, the This may happen forecast, moves to I hope this will happen forecast, to Im sure this will happen because youre telling me it needs to happen forecast.
There are lots of problems with forecasts. It is always a challenge to develop an accurate forecast, but here are some thoughts that should help you improve the accuracy.
Source: Partners In Excellence