Predicting and forecasting sales is essential for business success. But we all know that forecasting is, by its nature, an uncertain practice – part art and part science.
In the past, sales forecasting relied more on a sales leader’s art, based on experience, intuition, conversations with sales reps, and assumptions. As the need for more precise sales forecasts has grown, so has the science side of sales forecasting. Now, sales and revenue leaders have access to key data sources and AI to help them call their sales numbers with precision.
Data is the foundation of an accurate sales forecast. This guide walks through 10 data-driven lenses sales and revenue operations leaders can use to increase their sales forecasting accuracy.
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