Sales of the company

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MakuLatura

workshop for sales interns

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Overview Sales forecasting is a science and an art. It is the combination of information and metrics, intuition and best practices. However, sales forecasting is most commonly associated to the standard grading methodology of the particular customer relationship system that is being used (Salesforce.com, Oracle, Microsoft, etc.). In reality, how do key sales leaders become high performing accurate sales forecasters? In addition, how do companies effectively utilize sales forecasting information to increase overall organizational performance? Here’s what we’ll discuss in this session: State-of-the-art forecasting strategies, best practices, and key metrics The interconnection between product complexity, company lifecycle stage, and accurate forecasting Mitigating downside risk and triangulation strategies to determine the truth Deal inspection and vetting sales rep forecasts The different types of sales forecasters; exaggerators, sandbaggers, and Heavy Hitters The difference between snapshot, intra-department, and inter-department sales forecasting

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