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Sales Forecasting: Forecasting Your Own Accounts CD-Rom Training CBT
Price: $179.00
Online Training Course ID: 44549
Training Course Description / Outline
Sales Forecasting: Forecasting Your Own Accounts Computer Based Training students will learn how to apply the principles of forecasting to your own accounts. Specifically, you will learn how to use different types of forecasting, as well as how to avoid excessive detail in your forecasts. You will also learn how to reduce forecasting errors and how to predict the likelihood of winning a sale. Finally, you will learn how your forecast is tied to revenue goals and how it is used by various business functions within your company.
Learn To
- Understand how to use bottom-up and top-down forecasting to gain the best forecast and how to avoid including excessive detail in your forecast.
- Understand how to improve forecast accuracy by reducing forecasting errors and predicting the likelihood of sales.
- Understand how to link forecasts to revenue goals and territory management and how to use one forecast in different ways throughout a company.
Training Audience
This three-part series is for sales professionals and sales managers who have a fundamental understanding of the sales process. It is recommended individuals have completed course series 44501 - 44506 or have equivalent knowledge.
Total Training Time
2 to 4 hours
Training Objectives
Unit 1: Breaking Down Your Accounts
- Learn the advantage and disadvantage of bottom-up forecasting.
- Learn the advantage and disadvantage of top-down forecasting.
- Learn ways to reduce excessive detail in forecasts.
Unit 2: Improving Forecast Accuracy
- Learn the meaning of variability as it relates to forecasting.
- Learn the meaning of bias as it relates to forecasting.
- Learn how tracking signals are used to monitor bias.
- Learn the factors that determine the likelihood of a sale.
Unit 3: Connecting the Forecast to the Big Picture
- Learn what types of support can increase the likelihood of reaching forecasted revenue goals.
- Learn why a master forecast should be used throughout a company.
- Learn the elements of a forecast that need to be customized for individual business functions.