From the course: Sales Channel Management
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Forecasting sales
- Early in my sales career, I remember submitting a forecast for an account that would have been one of the largest I'd ever gotten. I sent details to my manager, the marketing team, and the person who consolidated all of the forecasts. It was listed with all of the other projections, with the dollars fully visible for all to see. For our purposes, let's say it was $100,000. The following month, the sale was closed and I was sky high. However, because of a budget issue, the customer cut the order from $100,000, to $90,000. I was excited, but I sensed a bit of disappointment from other departments who were expecting the original revenue forecast. I can remember well other sales representatives saying to me, Dean, never forecast the full amount you're expecting. Thus began a sequence that all of us in sales know quite well and that's the forecast that's not really a forecast. Today, managers, directors, or vice presidents of sales now have some excellent tools for forecasting or…
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