Sales Forecasting – how to foretell the future without getting a nasty bite

Good sales and revenue forecasting is the hallmark of a management team in control of their business. Poor forecasting paralyses the company (or business unit) and corrosively undermines the confidence of external stakeholders.

Bad forecasting is often blamed on lack of tools or technology, but far more often arises from confusion about what the forecast is for, what terms mean and how the forecast is compiled. Misunderstanding and mixed messages cloud the issue. This ExecKIT® ToolKIT helps you to tackle these issues and get a forecast you can rely on.

It helps you to:

• clearly define forecasting terms.
  
  
• ensure everyone understands the scope of the forecast and what it is for.
  
  
• create a policy for dealing with the "grey areas" to eliminate uncertainty from the forecast.
  
  
• apply standard win chance definitions.
  
  
• define the process for building the forecast.
  
  
• analyse the consolidated data factually.
  
  
• report the sales forecast to meet stakeholder needs.

This ExecKIT ToolKIT consists of:

• ExecKIT Briefing - Sales and Revenue Forecasting - which provides you with the background information you need to implement best practice sales and revenue forecasting.
  
  
• ExecKIT Management Primer - which gives the guidelines for you to implement a successful sales forecasting process.
  
  
• ExecKIT Process Guide - Sales and Revenue Forecasting - which can be amended to define your sales and revenue forecasting process.
  
  
• ExecKIT Template - Sales and Revenue Forecasting Spreadsheet - which provides an entry level sales and revenue forecasting tool consistent with the methodology. This MS Excel spreadsheet is suitable for a sales leader to manage up to one hundred opportunities with a six-month outlook.
  

This ToolKIT provides the busy leader of the sales team with the knowledge and tools to build an effective sales and revenue forecasting process.

The purchase provides you with a Single User Licence, subject to our   Terms and Conditions.

Should you require a Server Licence please e-mail ToolKIT Support.