What should you require from a sales forecasting tool?

What should you require from a sales forecasting tool?

When it's time to upgrade or build new sales forecasting tools and processes in your company, it's a good idea to stop and develop some requirements. In the 8 years I have been working as a sales data analyst, I've seen companies across all stages of development using...

Aligning teams on the Sales Forecast

Aligning teams on the Sales Forecast

Sales Forecasting Aligning Finance and Sales - Deep Dive This might sound like a trite question but it’s a question that every company should ask itself and it’s a question that the company should be aligned on. I recently had a guest post on the Base CRM Blog in...

Sales Forecasting – The Pipeline Methodology

Sales Forecasting – The Pipeline Methodology

Sales Forecasting Sales forecasting is one of the most powerful tools available to any business. It is said that Jeff Bezos got Amazon through the dotcom bubble due to his ability to forecast the burst and plan accordingly. It's those that survive that are able to...

How does rep experience relate to accuracy of a sales forecast?

How does rep experience relate to accuracy of a sales forecast?

When building a sales forecast, whether it’s a simple Excel table or a more sophisticated model, it’s always a good idea to think about what data are you including in it, and what information you decided to omit, for model simplicity. Salesperson’s tenure usually gets...