The sales forecast is the domino effect of the sales process, taken into account, the efforts of the salespersons and the team, which is then translated as sales projections. It is anticipation and projection of sales in the coming weeks, months, and accounting year.
Sales reps forecast their individual sales periodicity and numbers. Sales managers compile the probable sales expectations of all the team members and then project it as the sales forecast of the team. In turn, Sales Department Heads use team forecast to predict the department sales. The Vertical Head of the Sales abridges the department sales to reflect as an organization forecast.
Factors Affecting Sales Forecast
It is easier for the established firms to forecast the sales, in comparison with the new firms. There are numerous factors and parameters which have to be analyzed to arrive at an accurate forecast.
Previous Economic Similarities
Sales data for the past number of years under different economic environments is vital for sales forecasting. The current economic conditions might have occurred in the past, if not of the same intensity, the gist of sequences and contingencies might have been similar.
How were you able to overcome the challenges and forge ahead. The familiarity and experiences give you the liberty to anticipate the happenings and come with the remedial steps for the future. You can consider this factor while arriving at the forecast.
Current Ongoing Conditions
Certain situations, whether they are local or global, cannot be anticipated, like climatic changes, unrestful events, and political factors, etc. Some local issues can have global repercussions. Some events occurring in any part of the world might affect you locally.
If such situations occur, then forecasting should be regulated, keeping this in view.
Irrespective of the age of your organization, certain industry conditions will affect your business. Civic administrative factors and the framework of the rules and regulations will impact the sales. The rate of growth of your industry and your presence in the market will also influence the forecasting.
If data is available for such previous conditions, then it will benefit a lot in planning the sales forecast.
Reap What You Sow
Making the market presence, and penetrating the new markets and segments are likely to influence your sales. A close study of the efforts and activities of the marketing department will help in forecasting. The response and analytical study of the previous year will assist in anticipating the sales of the current year.
Internal Organizational Changes
Internal factors are regarded as controllable factors. Still, several internal factors can influence the sales and operations of the company. Any changes in the organizational structure might bring in the change in policies, which in turn will affect the sales and sales forecast.
Errors Just Scale-up
Even the experienced salespersons, managers and organizations can make errors in forecasting. The inaccurate sales forecast can have an adverse effect on the sales and revenue of the firm. Some of the common oversights are, a) Assumptions and guess. b) Ignoring the previous records. c) Undefined sales process and sales strategies. d) Ignoring technology and changes.
No More Dependency
If your sales reps are still using the manual methods for sales forecast, the probabilities are that you are following old sales school techniques. Manually creating the sales forecasts is a laborious task, predominantly with the rider of errors.
With the adaption of technology, you can not only streamline your sales process but also reduce your dependency on sales reps. You can view and generate the sales forecast for individual sales reps and as well for the team. You always get an accurate sales forecast.
Toolyt World’s First Mobile Sales CRM
Toolyt, the Mobile Sales CRM, will automatically generate the sales forecast without any manual intervention.
Toolyt can be tailored based on the priorities and needs of your company, and statute laws of your industry. You can directly connect with the expert team, who have marshaled the sales of the companies in more than 20 countries. Teaming up with the people who know sales better, will be a game-changer for your organization.
The Mobile Sales CRM is programmed exclusively for the Sales Vertical Heads and CSOs. At the same time, even the requirements of the Sales Managers and Field Sales Officers have been taken considered.
Your valuable expertise, paired with Toolyt's trusted insights, strategic advice, and practical solutions, can do wonders. A single application can serve the elite CSOs as well as the Field Executives. It is best suited for every rung of the sales hierarchy.
Toolyt, as leaders in Automated Sales Force Solutions, can make your sales process seamless. It tracks and transcribes your relationships with the customers and competitors. This user-friendly mobile app is always with you when you need it most.
Toolyt is an extension of a CRM system suitable for any industry. Intrinsic alerts and reports to the Management will give the prevision of the industry, happenings, and preparedness for a better sales strategy.
Toolyt can be integrated with any existing system you are using at present. It gives a divine meaning to the sales team, it is not just sending emails, and messages, it is far beyond that. Being a part of Toolyt is the first step towards success.