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