Metrics and Forecasting

Overview

Have you heard the expression that sales is a numbers game? In some ways this is true, however, it's equally a performance game that you have the ability to control the outcome of.

Without collection and analysis of metrics, the sales organisation cannot effectively prepare for growth or produce accurate sales forecasts. Hence the two elements are intrinsically linked and important to consider hand-in-hand.

Objectives

By the end of the course, learners will be able to:

• Recognise the importance of measuring sales performance metrics;
• Identify how to calculate sales benchmarks and visualise sales pipelines;
• Explore the difference between sales potential and sales forecasting;
• Discover how metrics support the sales process;