Applied Process Intelligence: Sales Forecasting

What Is Fore/Sight? Fore/Sight uses sales pipeline flow data to produce a highly accurate sales forcecast with quantified uncertainty. What is Whole Forecasting? A Whole Forecast contains three prediction statements: The expected revenue The odds of making the sales goal The probability of various revenue outcomes What Is the Value of a Whole Forecast? Know the risk of making/missing goal with virtually perfect accuracy across every goaled group, from top-to-bottom, at the outset of the quarter. Resources can easily be focused on highest revenue risk. What Is the Value of Fore/Sight? All levels of the sales organization are measured with the same accuracy, eliminating management error that occurs when lower levels are managed to typical simple forecasts with (naturally) large errors. Since the prediction is derived exclusively from process flow variables, there is a clearly-defined path to sales process improvement. Process improvement is aligned with the prime goal of the sales force: revenue creation. What Sales Management Questions Can Be Answered? Where is likely revenue shortfall, and what can be done about it? What pervasive issues are impacting revenue attainment, and what is their root cause? Where are likely revenue surprises, and is there anything that can be done about them? Where is revenue attainment too close to call? Where is attainment a sure thing, and what can be learned?