Sales forecasting allows you to prepare post-sales support (implementation, materials, support, infrastructure). If you overestimate sales, you start to spend money that won’t be coming in and underestimating sales leaves you ill-prepared.
To be a good manager, you must learn how to listen to your sales reps and anticipate their needs. Here are three important issues that tend to slip by sales leaders but can have serious impacts on their teams.
You’re probably familiar with the popular saying, “Don’t count your chickens before they hatch,” which is essentially a warning not to count on something good happening before it actually comes to fruition.
To effectively predict what will happen in the future, you must have the data and the ability to measure what has happened in the past. Of course, making sure that you’re measuring the right data points is equally important.