There is no question that the issue of forecasting and forecasting accuracy is of paramount importance. 

Peter Michie has just provided an excellent overview of the forecasting methodology his company uses for it’s clients.

David Brock wrote an interesting article on forecasting, well worth the read.  If you send David an email (at dabrock@excellenc.com  he’ll send you a copy of the article.

Also a different slant on the same subject of forecasting is provided by Jeannette Marshall, check out this article (http://optioneerjm.blogspot.com/2010/08/forecast-project-or-dart-board.html)  it’s very good.

But at the end of the day, everyone agrees that forecasting is a necessary and that it’s an ongoing challenge.  And it would appear from from both Peter and David say, that CRMs are no help at all.

ALL THAT GLITTERS IS NOT GOLD

Forecasting: – Part II

In Part I of this article on Forecasting I outlined some of the problems associated with traditional forecasting methodologies.  In this, the final part of the article, I will introduce the underlying concepts of a more effective forecasting process.

Forecasting Overview – A Better Way

So, back to the drawing board; there has to be a better way….

Founding Principals

Before discussing processes that might form part of a better way, let me cover some principals upon which a better forecasting should be built.

1. Value to Everyone: The sales forecast should be of value to everyone in the chain… Sure the Company needs to know where its sales are coming from & how much, but so does every sales person and sales manager.  Read More…