Your sales forecast: Fact or fiction?

Sales organizations of all sizes are under pressure to provide more accurate top-line sales forecasts. Better forecasts mean a more accurate prediction of the future revenue health of a company. To help improve the accuracy of sales pipelines, best-in-class companies are using sales-analytics solutions that rely on multiple data streams, not just a single source.

Consider the following enabling technologies and the impact they have had on sales forecasting results:

• Sales analytics or forecasting software

• Separate sales forecast dashboards for each sales role

• Lead scoring/assignment based on patterns of profitability, purchase or payment trends