Sales Forecasting:  It's a Risky Business
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"Sales Forecasting: It's a Risky Business"
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Sales forecasts are the bottom line for sales organizations, and the driver of many downstream business decisions. Their importance is unquestioned, so why then is it that 60% of companies are unhappy with their sales forecasting results?

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 – can generate accurate forecasts for a wide range of pipeline scenarios
  • Eliminates manual forecast judgment – 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 – supports deal duration and pricing variability
  • Greatly enhanced visibility – provides early warning of lagging opportunities and pipeline deficiencies
  • Confidence – 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.


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