This approach is most valuable in the early stages of a company or product when historical data is close to zero. Pros Cons It relies on the opinion of the sales team closest to your prospect. You don’t need historical data. Calculations are subjective and each sales rep’s forecast may be different. You cannot extend or replicate this method. Visual Forecasting Example Suppose you want to forecast sales for a brand new business. You have only been in operation for three months and have no historical data.
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You have two salespeople on your team and you ask them to use Cayman-Islands Mobile Database their intuition to forecast sales for the next six months. Every salesperson reviews the deals in their sales pipeline and the opportunities they plan to pursue in the next few months. Based on their analysis they forecast sales in USD for the next six months. , Historical Forecasting Methods A quick and dirty way to forecast sales over a month, quarter or year is to look at the matching time periods and assume your results will be equal to or greater than those results. This is the historical sales forecast. There are some problems with this method. First it doesn’t take seasonality into account.
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Second it assumes that buyer demand is constant. But if anything B2B Lead out of the ordinary happens your model won’t hold water. Ultimately historical demand should be used as a baseline rather than the basis for sales forecasts. Pros & Cons It relies on proven historical data which helps to stabilize the market. It’s quick and easy. It does not take into account seasonality or market changes. It does not take into account the needs of buyers. Historical Forecasting Example Assume your team has sold a total of US$ of monthly recurring revenue during the month.
