Sales Forecasting

Course details

Sales forecasting is crucial for almost any business, because it affects sales deployment, financial planning, budgeting, operations planning, and marketing planning. Since sales forecasts have far-reaching impact, it's critical that the forecast information is as accurate as possible. In this course, sales and marketing professor Drew Boyd shares a step-by-step process for creating and managing effective sales forecasts. He takes you through how to define your market category, create the right processes, select the right forecasting technique, and collect data. In addition, he reveals how to use both qualitative and quantitative forecasting methods.

Concepts

0. Introduction

01 - Sales forecasting impacts everything

1. Understanding Sales Forecasting

02 - What is sales forecasting
03 - Why sales forecasting is important
04 - Understand the sales forecasting process

2. Preparing for Sales Forecasting

05 - Define your market category
06 - Understand market dynamics
07 - Select a forecasting technique

3. Using Quantitative Forecasting

08 - Collect data
09 - The rollover technique
10 - Moving averages
11 - Smoothing

4. Using Qualitative Forecasting

12 - Using estimates from customers
13 - Use estimates from sales reps and distributors
14 - Use a panel of experts
15 - Forecasting in the new world of work

Conclusion

16 - Sales forecasting is about conversations

Sales Forecasting

Authors

Drew Boyd