Sales Forecasting Ineffective and Consumes Manufacturers Time
Forecast Errors newsletter reported sales forecasting is an activity that consumes an enormous amount of management's time, yet few organizations are happy with the accuracy of their collective forecasting efforts. So how is it that sales forces can expend so much effort on forecasting and still produce revenue predictions that are lower than expected? Vantage Point recently turned its research engine toward sales forecasting in an effort to identify the sources of forecasting failure as well as the best practices...
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