The need for a forecasting champion

Article Abstract:

A company which seeks to achieve outstanding performance in sales forecasting will not only need the required forecasting software or the optimum statistical technique but also the presence of a sales forecasting champion. A sales forecasting champion practices the appreciation of sales forecasting role for planning, recognizes the cross-functional role and projects as a leader and not as a clerk. He also develops sales forecasts and is proficient in forecasting techniques.

Forecasting, Sales Planning, Analysis, Goal setting

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Improving salesforce forecasting

Article Abstract:

Salesforce forecasting can be partly improved by keeping salespeople's forecasts focused on those that can make significant contribution to the firm's overall forecasting effectiveness. Such can be achieved by asking the salespeople to concentrate on customer and product combinations that need to be forecast accurately. Reducing game playing and making forecasting part of salespeople's responsibilities also help in improving salesforce forecasting.

Management Functions, Methods, Management, Sales personnel, Salespeople

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