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.
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