Objective Forecasting
Create accurate forecasts, not subjective ones.
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Overview
One of the biggest challenges salespeople face is developing an objective and accurate forecast. Most have no idea how to assess and quantify the likelihood of winning future business. The principles for developing an accurate, objective, systemized, and consistent forecast are presented and discussed. This program focuses on evaluating five critical factors for accurate forecasting. The five factors are:
  • Timeframe
  • Assumptions
  • Specificity
  • Experience
  • Buy-In
We emphasize accountability, including the rewards and consequences for making or missing the forecast.
Topics Covered
Forecasting affects every aspect of a business from Upper and Middle Management, to Finance, Operations, Sales and Manufacturing or Development. This segment evaluates the process from each point-of-view and establishes connecting lines as to how one interacts with the other. Sources utilized for forecasting include:
  • Instinct - Drawing on personal experience, client, industry, history and norms
  • Data - Year-over-year, seasonal, etc.
  • External - Overall market trends, industry trends, etc.
Learning Objectives
  • Understand how to analyze an account to accuratedly determine potential.
  • How evaluate data to make intelligent decisions about future prospects.
  • Eight step process for forecasting.
Desired Outcomes
  • Improve the accuarcy of forecast and knonw where one stands with the chance of winning prospective business.
  • Discover what information is missing with potential accounts and how to develop a plan to acquire it.

Register Now!
60 minutes. $149.00 per attendee.
Friday, October 14, 2022 at 3:00 PM Eastern / 12:00 PM Pacific
Click here to register.

Wednesday, October 19, 2022, at 11:00 AM ET / 8:00 AM PT.
Click here to register.
See our public course schedule for locations and dates. For More Information On This Or Other Courses Contact Us
 

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