How to Properly Forecast Sales

how to properly forecast sales

The Importance of Reporting For Sales

Sales forecasting is a crucial component of business management. Accurate sales forecasting assists with a range of business operations, from marketing efforts to cash flow management.

A new business sales forecast is generally much more difficult to create in comparison with the forecasting process for an existing business. Existing businesses have the advantage of historical data and generally a better understanding of the sales process overall.

Sales reporting should be accurate and recorded in real-time in order to forecast sales effectively. Using the sales data contained in daily, weekly, and monthly sales reports, business professionals can make more educated guesses regarding future sales.

Crucial data for accurate sales forecasting typically included in sales reports-

  • Average sales
  • Sales pipeline
  • Sales cycle
  • Conversion rate
Many businesses use daily sales reports that include a plethora of useful information for sales forecasting. Weekly and monthly sales reports can further supplement forecasting methods. In general, the more frequent and detailed your sales reports are the more accurate sales forecasting your business will produce.

Other factors that majorly impact sales forecasts range from the economy to changing regulations. External factors including new legislation or modified regulations can affect average sales negatively or positively depending on your specific industry.

Changes to your business plan can create or decrease sales opportunities for your company and must be considered during the sales forecasting process. For example, the introduction of a new product could boost sales. Alternatively, the discontinuation of a profitable product could impact sales negatively.

Sales forecasting methods must also factor in both the economy and your specific industry market. Plan sales forecasting initiatives with careful consideration to any changes in market growth and competition levels within your industry.

Make sure that advertising and marketing efforts including company websites and social media development are incorporated into your sales forecasting and budget. Any staff changes should likewise be incorporated, including sales rep losses or additions.

Comprehensively evaluating sales reports, market conditions, regulations, and business plan or marketing changes helps your business to forecast sales more accurately.

Tips to Forecast Sales For Your Business

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Sales forecasting is not an easy task to undertake, but it is well worth the benefits that it provides businesses. Best practice tips for sales forecasts include-

1. Sales process establishment- A standardized sales process provides your business with more accurate sales projections. Calculating the average sales cycle and conversion rate is dependent on a thorough understanding of your business's sales process.

2. Quota predictions- Sales quotas provide your sales reps with a concrete benchmark and measurement of success. Both sales reps and sales management professionals should work collaboratively to create sales quotas that are realistic and actionable.

3. Software investment- Software can help collect historical data and take account of various external factors that should be considered when sales forecasting. Software programs can assist with forecasting by processing a vast amount of data instantly.

Instead of having to manually calculate important sales data ranging from sales revenue to conversion rates, software programs can easily and effortlessly present information in an organized form.

4. Sales forecasting method- There are various different sales forecasting methods to choose from depending on your specific business needs and wants. When choosing which forecasting method is best for your business, consider factors such as business age and sales pipeline size.

A new business is generally best suited by choosing an intuitive forecasting method. Likewise, intuitive forecasting is great for businesses that lack historical data for reference.

Both the length of sales cycle forecasting and opportunity stage sales forecasting methods are great methods for businesses that have busy sales pipelines and are newer to the forecasting process. It is important to note that both the length of the sales cycle and opportunity stage forecasting methods are objective.

For sales pipeline specific forecasting, pipeline forecasting, and multivariable analysis forecasting are ideal options for businesses to consider. Multivariable analysis and pipeline forecasting are excellent choices for sales teams that keep optimized pipeline and sales data.

For businesses that have very stable industries and markets, historical forecasting is a great choice of a forecasting method. Make sure to thoroughly analyze data tracking, business model, industry specifics, and your sales team before choosing your business's sales forecasting method.

5. Accountability and feedback- Sales managers and sales reps need clear communication and updates to stay effective in their respective roles. Accountability is increased when your sales team is able to effortlessly view real-time updates on sales leads and interactions between sales reps.

Make sure you are holding sales reps accountable for their performance in relation to sales forecasts and sales quotas. Obtaining regular feedback from your sales team and individual sales reps will help you understand how realistic and achievable your sales forecasting and sales quota methods are.