Successful forecasting is about more than just extrapolating historical sales data. Qualitative information from our colleagues, particularly in Sales and Marketing, are highly valuable in improving forecast accuracy. Getting this valuable information, however, is often a challenge. In this article I present methodologies for building strong and genuine connections with your Sales team by using the language they use and metrics relevant to them. I explore how salespeople think, with useful activities that tap into their competitive nature to get them to engage, and what it takes to get them to trust you and consider you one of their own. I reveal how, when they consider you a trusted ally, they will provide valuable information that helps you drive real business value

From Issue: How to Manage Outliers in Demand Data Caused By Covid-19
(Spring 2021)

Practical Methods To Earn The Trust Of Sales & Improve Forecasting Inputs