Engaging the Sales Organization for a Better Forecast

ENGAGING THE SALES ORGANIZATION FOR A BETTER FORECAST By Tony Alhadeff Engaging the Sales organization in the forecasting process is the key to success … outlines steps for engaging the Sales organization to the forecasting process … the relationship between the forecaster and sales organization will be strengthened, if salespeople fully understand the value of forecasts. Anewly formed forecasting group often faces many challenges, but none as critical as gaining the participation and cooperation of the sales organization. The Sales organization, the group closest to the customers, is a primary source of invaluable market intelligence that directly and indirectly influences the forecasts being developed. The question is: how should the sales organization become engaged? Once the Sales group's commitment is obtained, the commitment can grow when both groups recognize and embrace a common goal, close ties are cultivated with field sales, and information flows efficiently. This article provides practical, field-proven suggestions for starting a successful forecasting partnership with Sales. COMMITMENT FROM THE TOP Unequivocally, the success of a Forecasting group is directly ...