Tuesday, January 26, 2010

Sales Forecasting: It's a Risky Business

This White Paper describes several methods of forecasting and makes the case that using simulation has some significant advantages over traditional forecasting methods:
  • Very robust and flexible â€" can generate accurate forecasts for a wide range of pipeline scenarios
  • Eliminates manual forecast judgment â€" no need to commit to any specific opportunities
  • Timely - can be updated on demand, since manual judgment isn't necessary
  • Flexible - supports different opportunity types, with different pipeline durations and probabilities
  • Handles uncertainty â€" supports deal duration and pricing variability
  • Greatly enhanced visibility â€" provides early warning of lagging opportunities and pipeline deficiencies
  • Confidence â€" let's you decide the level of risk that's comfortable for your organization
If your company employs a stage-based sales pipeline, has multiple types of opportunities, and has a sales cycle longer than a few weeks, then you will be interested in understanding the differences of the forecasting approaches explored in this white paper.

Request Free!

No comments:

Post a Comment