eBook: Ventana Research

The Business of Sales Forecasting


Sales forecasting has been an inexact science, often depending as much on gut instinct as on data. Two reasons for this imprecision are a lack of pipeline information and a reliance on spreadsheets to create and track forecasts. The alternatives, sales force automation suites, have often been viewed as incomplete for sales forecasting, difficult to use or both.

That's no longer the case. Today, sales forecasting technology exists that enables pipeline visibility and accurate forecasts, which are crucial for agile decision-making. Tools with robust analytics can greatly improve sales forecasts, providing insights that can improve sales pipelines and processes.

This e-book is based on Ventana Research's benchmark research into sales forecasting and is intended to help organizations understand the importance of accurate sales forecasts and how to create them.