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Sales forcasting is a method used to predict a firm's future revenues when planning the company's marketing and sales force activities. It includes both a measure of sales volume in revenue dollars and product unit sales projections.
Many sales force automation systems include a forecasting package that allows you to view an accurate snapshot of the sales organization and make projections about upcoming weekly, monthly, or quarterly sales. Most forecasting engines allow the sales manager to forecast by sales rep, sales team, sales region, sales organization, individual products, and other customizable criteria. You can also see historic views and generate trend reports.
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