What is Sales Forecasting?
Sales Forecast

What is Sales Forecasting?

Executive Summary Sales forecasting is the signal given by individual salespeople to their management and that sales give to the rest of their company. We cover how sales forecasting works typically in companies and their pitfalls. Introduction Sales forecasting is the forecast created by salespeople and sales organizations. It seems cut and dried. However, it…

The Problem with Promotion Management Software
Sales Forecast

The Problem with Promotion Management Software

Executive Summary Trade promotion management software is a problem because it increases the number of promotions but does not typically integrate into the forecasting system. On Trade Promotion Management Software Software vendors ranging from JDA to IBM to Junction Solutions make promotion management software, and this category of software is quite broadly implemented at CPG…

Is Your CRM System Increasing Sales Forecast Error?
Sales Forecast

Is Your CRM System Increasing Sales Forecast Error?

Executive Summary CRM vendors state that their applications increase sales forecast accuracy. We question this proposal by CRM vendors and ask for evidence. Introduction This article discusses one strong reason why CRM systems have such a problem earning a positive return on investment, which may be related to forecasting. Our References for This Article If…

A Frank Analysis of Deliberate Sales Forecast Bias
Sales Forecast

A Frank Analysis of Deliberate Sales Forecast Bias

Executive Summary Forecast bias is often discussed without stating how it is deliberate. Sales forecasting, along with marketing forecasting, has the highest deliberate bias. Introduction Before writing this article, I spent time reading some of the many articles on sales forecasting right here on LinkedIn. Almost all of the articles I read were from people…