Sales Forecasting & Sales Management Articles

Find articles & insights on sales forecasting, budgeting, sales research, forecasting demand, sales trends.

Sharpen Your Competitive Advantage Using Techniques that Makes you a Forecasting Savant
by Peter Callaghan, V.P. Sales & Marketing, Maximizer Software
When it comes to sales, who is really responsible for the accuracy of the forecast?
The Key to Accurate Sales Forecasting
by Bob McGarrah, Sales Performance International
Moving from opinion-based forecasting to fact-based forecasting
The Wild, Wild, West of Sales Forecasting
by Marie Warner, President, Warner Sales Architects
For Vice Presidents of Sales in technology firms, the pressure to hit revenue targets has never been greater.
What Makes Markets Difficult to Forecast?
by Peter Boulton, President, Data Perceptions
Virtually every manufacturing or service company needs to generate forecasts of their short to medium term sales. Yet within real world markets, many factors conspire to make accurate forecasting difficult to achieve.
Choosing the Right System
by Peter Boulton, President, Data Perceptions
You need a good system, forecasters who really understand their markets, and above all, the strongly held determination to put it into practice.
Choosing the Right Forecasting Methodology
by Peter Boulton, President, Data Perceptions
Although there is never the same thing twice, developing and using an understanding of how sales respond to different types and combinations of events is the most effective way of generating a forecast.