Sales Sales Forecasting Forecasting Your Own Accounts Training available online e-learning

Training Program Details

Audience

This three-part series is for sales professionals and sales managers who have a fundamental understanding of the sales process. It is recommended that individuals take the first course in the series or have equivalent knowledge.

Topics

Identify the advantage and disadvantage of bottom-up forecasting.
Identify the advantage and disadvantage of top-down forecasting.
Identify ways to reduce excessive detail in forecasts. Unit 2: Improving Forecast Accuracy
Identify the meaning of variability as it relates to forecasting.
Identify the meaning of bias as it relates to forecasting.
Identify how tracking signals are used to monitor bias.
Identify the factors that determine the likelihood of a sale. Unit 3: Connecting the Forecast to the Big Picture
Identify what types of support can increase the likelihood of reaching forecasted revenue goals.
Identify why a master forecast should be used throughout a company.
Identify the elements of a forecast that need to be customized for individual business functions.

Objectives

Understand how to use bottom-up and top-down forecasting to gain the best forecast and how to avoid including excessive detail in your forecast.
Understand how to improve forecast accuracy by reducing forecasting errors and predicting the likelihood of sales.
Understand how to link forecasts to revenue goals and territory management and how to use one forecast in different ways throughout a company.

Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1,825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...

Sales Forecasting Forecasting Your Own Accounts

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Training Program Details

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