Sales Forecasting: Process and Methodology in Practice

Sales forecasting is the backbone of every business and can play a major role in the company’s success but still there has been very little written on the subject and most of the existing publications remain focused on theory. This book offers hands-on knowledge for everyone who regardless of their position and function within the organization are involved in the sales forecasting and/or planning. Managers who are responsible for implementation and management of the sales forecasting process will benefit from the practical guidelines provided by the author. They will be able to quickly prepare and introduce such process across the organization, while linking it to the other important areas of business, such as marketing, finance, operations, strategic management. The beginners will gain an understanding of the best methods to use early on in the forecasting process, and when and how to apply the more advanced methods. Each method is not only explained in theory but is also supported by spreadsheets and examples to aid users in their forecasting journey and help them avoid the most common mistakes. About the Author: Peter Karl Wiseman is a highly experienced sales forecasting consultant. This publication is a compilation of good practices backed by the author’s experience at international organizations.