Sales Forecasting - Forecasting Your Own Accounts

Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number

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Overview/Description
In "Sales Forecasting - Forecasting Your Own Accounts," you will learn how to apply the principles of forecasting to your own accounts. Specifically, you will learn how to use different types of forecasting, as well as how to avoid excessive detail in your forecasts. You will also learn how to reduce forecasting errors and how to predict the likelihood of winning a sale. Finally, you will learn how your forecast is tied to revenue goals and how it is used by various business functions within your company.

Target Audience
This three-part series is for sales professionals and sales managers who have a fundamental understanding of the sales process. It is recommended that individuals take the first course in the series or have equivalent knowledge.

Expected Duration (hours)
2.0

Lesson Objectives

Sales Forecasting - Forecasting Your Own Accounts

Identify the advantage and disadvantage of bottom-up forecasting

Identify the advantage and disadvantage of top-down forecasting

Identify ways to reduce excessive detail in forecasts

Identify the meaning of variability as it relates to forecasting

Identify the meaning of bias as it relates to forecasting

Identify the factors that determine the likelihood of a sale

Identify what types of support can increase the likelihood of reaching forecasted revenue goals

Identify why a master forecast should be used throughout a company

Identify the elements of a forecast that need to be customized for individual business functions

Course Number:
en_US_44549_ng