sales forecasting

Sales forecasting is more than just forecasting sales using forecasting software - market experience and commonsense count - as do cyclical events and internal company promotions. It is often as hard to get a marketing team interested in monthly predictions so that they coordinate with manufacturing - in fact it is often a challenge to get a manufacturing department to believe predictions when they are produced. That said, once the selling team and operations teams planning process is operating in tandem, both groups soon begin to appreciate that planning is the best way to make their respective lives easier and more predictable - not perfect - but predictable. The only thing that you can be pretty sure about when it comes to predicting the future, is that your prediction will probably be wrong - the trick is to limit how wrong. Sales forecasting is more than just forecasting sales using forecasting software - market experience and commonsense count - as do cyclical events and internal company promotions.

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The challenge for the manufacturing team is to deliver the best possible production outcomes with the forward estimates that have been developed - ideally the production production capabilities become more flexible with quicker cycles to meet customer requirements. Sales forecasting is more than just forecasting sales using forecasting software - market experience and commonsense count - as do cyclical events and internal company promotions. Life becomes difficult if you are not trying to predict the future because by definition you are not planning. And the old adage - they didn't plan to fail they failed to plan - kicks in as each manager begins to develop their own projections independently of the rest of the organisation and chaos begins to reign. An organisation will cease to operate unless planning based on reasonable and shared predictions is part of the culture of your organisation - your company becomes a drunken octopus. Sales forecasting is more than just forecasting sales using forecasting software - market experience and commonsense count - as do cyclical events and internal company promotions.