Sales forecasts are the bottom line for sales organizations, and the driver of many downstream business decisions. Their importance is unquestioned, so why then is it that 60% of companies are unhappy with their sales forecasting results?
This White Paper describes several methods of forecasting and makes the case that using simulation has some significant advantages over traditional forecasting methods:
If your company employs a stage-based sales pipeline, has multiple types of opportunities, and has a sales cycle longer than a few weeks, then you will be interested in understanding the differences of the forecasting approaches explored in this white paper.