Forecasting

Forecasting

1 learner taking this course

This course will explain with standard forecasting as it it done in most companies and will teach some methodologies in order to ensure robust, reliable and consistent sales forecasting within your sales team.

Modules


Lessons

Today’s Issues with Sales Forecasting

Author: Stephan Masyuta-Hesslich

Forecasting means to create a likelihood for a certain revenue at a certain time, usually the end of a month, a quarter or a year. The typical method is to assign probabilities to a certain revenue number, that could be for a region, a customer or a single deal. In high-tech sales, the forecast is [...]

The Sales Process

Author: Stephan Masyuta-Hesslich

Let’s first look at the typical sales process in high-tech sales in the IT and telecommunications industry. There are probably more books on the topic than actual sales people out…