“Sales forecasting is easy!” — No sales executive, ever
Part art, part science, sales forecasting is an incredibly complex and nuanced business process. Like the best sports plays, forecasting must be carefully choreographed to ensure seamless success. After hearing thousands of sales organizations detail their forecasting challenges, I can tell you that everyone does it a bit differently. But often, they share the same mistakes.
And even if you avoid these common pitfalls, 100% accuracy is never guaranteed. In my experience, structured planning and a solid sales forecasting process can bring sales teams close to that target. Though still a projection, a sales forecast can be made infinitely more predictable, which makes the job of managing much simpler.
Here are my tips for avoiding common issues and delivering an accurate sales forecast: