 |
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.
Request Free! |
Read this article:
Sales Forecasting: It’s a Risky Business
January 26th, 2010 | 
Author: 
Posted in 
Tags: