Sales forecasting and related costs. Sales forecasting is the process of predicting future revenue by estimating how much product or service a sales unit will sell in the coming week, month, quarter, or year.
Forecasts are predictions about the future. It's difficult to overstate the importance of a company producing an accurate sales forecast. When leaders can rely on forecasts, privately held companies gain confidence in their operations. Accurate forecasts confer market credibility on publicly traded companies.
Forecasting sales adds value throughout an organisation. Forecasts are used by finance to create budgets for capacity planning and hiring, while sales forecasts are used by production to plan their cycles. Forecasts aid sales operations by assisting with territory and quota planning, supply chain by assisting with material purchases and production capacity, and sales strategy by assisting with channel and partner strategies.
One of the most important things to remember about sales forecasts is that they do not have to be perfect to be useful. Your sales forecast will frequently, if not always, differ slightly from your actual results.
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