Sales Forecasting: Pinpoint Sales Management Skill Development Training Series

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9781882181339: Sales Forecasting: Pinpoint Sales Management Skill Development Training Series
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Sales Forecasting presents the strategies and techniques to establish realistic sales forecasts. It helps sales managers to effectively develop and utilize accurate sales forecasts to improve overall performance.

Sales managers are instructed how to use sales forecasts for effective sales, resource and financial planning to maintain control over their financial performance. They are educated how to apply forecasting principles, strategies and techniques to establish performance standards, benchmarks and metrics to evaluate and monitor the performance and productivity of their sales people.

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From the Author:


Sales Forecasting is a training guide that features eight training lessons, each presenting a unique concept, eight sets of questions to facilitate comprehension and eight individual action plans to transfer learning to the working environment. It is unique as it:

  • Is tightly targeted to a focus on how to effectively develop realistic and attainable sales forecasts to improve sales performance
  • Delivers the appropriate amount of expertise
  • Focuses on sales skills needed to effectively develop realistic and attainable sales forecasts
  • Shares best practices to effectively develop realistic and attainable sales forecasts
  • Comes with step-by-step instructions on how to effectively develop realistic and attainable sales forecasts
  • Contains practical strategies, tips and techniques on how to effectively develop realistic and attainable sales forecasts
  • Is flexible in the use and application in a variety of working environments
Sales Forecasting also can be:
  • Used for standalone self-directed training for individuals
  • Employed as a training and study guide for small groups
  • Adapted to deliver classroom training for formal training
  • Utilized as a discussion guide for small groups
  • Used as a coaching tool to remedy poor performance or teach new skills
  • Accessed as a reference tool when problems occur in the future
The use of Sales Forecasting is most effective when the training is combined with actual information, experiences and examples shared by your employees.

Sales Forecasting will teach you or your employees
  • How to interpret the use and application of forecasting tools
  • How to understand the application of sales forecasts in decision-making
  • How to develop and generate effective sales forecasts
  • How to effectively use forecasts for sales, resource and financial planning
The Problems This Book Addresses:

What is it worth to you if you could solve one or more of the following problems?
  • Either you or your managers are unable to effectively use sales forecasting tools
  • Either you or your managers are incapable to apply their sales forecasts to their decision making
  • Either you or your managers do not know how develop and generate effective sales forecasts
  • Either you or your managers are unable to effectively use sales forecasts for their sales, resource and financial planning
  • Either you or your managers uses unproductive budgeting and analysis strategies
  • Either you or your managers are generating ineffective sales forecasting performance
The Benefits Gained By Using This Book:
  • Managers who develop and generate effective sales forecasts
  • Managers who use their sales forecasts for sales, resource and financial planning
  • Managers who develop standards and benchmarks for performance evaluation
  • Managers who measure their sales performance against their stated goals
  • Managers who effectively maintain control over their sales performance
  • Managers who use specific triggering events to indicate possible sales performance problems

From the Back Cover:


This Book Intended For Use By:

  • B2B, B2C Sales Managers

The Users Levels of Knowledge:
  • Basic, Intermediary Levels

This Book is Ideal for:
  • Primary and On-Going Training
  • Skill Enhancement
  • Remedial Training
  • Coaching

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