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November 29, 2021

5 top tips for better sales forecasting

5 top tips for better sales forecasting


Sales Forecast is an art to make your sales smart".

Now, what is this glorious sales forecast? 

Sales forecasting is the prediction of a company's sales for a particular period. That's it. It is just predicting based on existing numbers, trends, and other factors. After analyzing the current data, future predictions for how many sales can happen are made. Realistic forecasting is essential. We can't just give unbelievable or unachievable forecasts that are not viable for the sales team.  

OK, so now let's see what all sales forecasting includes in its bucket. 

Record: It's imperative to keep a record of all your sales. Only when you have a history of your sales will you be able to forecast the future. 

Sales Goals

Set your goals: We know that forecasts and goals are two different things, but you need to have a goal in mind to understand if your forecast is good or bad. If your forecast is close to your goal, it means you're going in the right direction. Having a goal is necessary to understand the direction you're going in. 

An understanding of your sales pipeline: To make predictions, first, they need to be analyzed. Analyze your sales pipeline. Is your sales pipeline efficient? Is it bringing you the results you desire? If the answer to these questions is yes, it means you're doing well.

Let's get to the real deal now. 

Tips for better forecasting 

1. Multiple forecasts:

don't depend on a single forecast. If you want to know the real opportunities for your business, never rely only on a single forecast. Make several forecasts. The idea of multiple forecasts is not to cause confusion but to give you more clarity on the goals you can set for yourself and your organization. Another benefit of multiple forecasts is that they can give you more insight into what is going wrong or right than one single forecast can. 

2. Regularity:

It's essential to do regular forecasts. The more regularity there is, the more you will understand where you are heading.  

3. Find out what works for you:

Understand which forecast model or method works for you the best and follow that religiously. If a particular method or sequence of forecasting is working for one company, it is not necessary that it will work for you as well. It is crucial to analyze what works for your organization. Which sequence, which forecasting method, how frequently, if it is showing results? Pay attention to all these points before finalizing a forecasting method. 

4. Include all of it:

"Make sure you include every tiny element of your business. If you don't, your numbers will not be accurate. It's also essential to see if your employees are not fudging the numbers. For example, the sales team should not show more numbers than they have achieved. It's great to trust your employees, but a little precaution never hurts anyone. Precaution is better than cure, right? 

Sales competition

5. Healthy Competition:

I understand that every business is unique, but sometimes it's not such a bad idea to compare your numbers or forecasts with those of your direct competitors to interpret where you are going wrong. Compare and contrast where you are right and where you are wrong. To grow as an organization, it is necessary to realize your flaws or drawbacks and work on them to achieve your goals. 

Sales forecast is something that can happen very differently in every company. It's essential to find your niche and do what works for you and your company. Make sure you add these steps to get better sales forecasts. Just remember, we are right here for all your sales needs. Browse Salescamp today.

If you are a Sales Manager, with a job to have a finger on the pulse of the market, build effective forecasting models.Then you must check out these 5 pro tips.



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