Importance of Sales Forecasting

Sales forecasting is a self-assessment tool for a company. You have to keep taking the pulse of your company to know how healthy it is. A sales forecast reports, graphs and analyzes the pulse of your business. It can make the difference between just surviving and being highly successful in business. It is a vital cornerstone of a company's budget. The future direction of the company may rest on the accuracy of your sales forecasting.

Companies that implement accurate sales forecasting processes realize important benefits such as:

  • Enhanced cash flow
  • Knowing when and how much to buy
  • In-depth knowledge of customers and the products they order
  • The ability to plan for production and capacity
  • The ability to identify the pattern or trend of sales
  • Determine the value of a business above the value of its current assets
  • Ability to determine the expected return on investment

The combination of these benefits may result in:

  • Increased revenue
  • Increased customer retention
  • Decreased costs
  • Increased efficiency

For sales forecasting to be valuable to your business, it must not be treated as an isolated exercise. Rather, it must be integrated into all facets of your organization.


Learn about Sales Forecasting Techniques

How to conduct a Sales Forecast for a New Business

Preparing Reliable Sales Forecasts

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