3 Simple Steps to Turn Forecasts into Management Decisions

By Tim Berry, Guest Blogger
Published: August 25, 2015Updated: August 25, 2015

You need sales forecasting to run your business better. The forecast becomes your budget, and then the budget is tracked, and tracking leads to watching results and constant corrections. Below budget sales are an alert to problems. Above budget sales are a window to opportunities. To get to the opportunities you have to forecast.

The math and structure of a sales forecasting is easy. Think of a spreadsheet with lines of sales or products along the left, from top to bottom; and time frames like months, quarters, or years along the top, from left to right.

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