The Ultimate Guide to Sales ForecastingEven with the dozens of products on the market that use algorithms and machine learning to predict sales forecasts, there is one thing they can't account for and that's us - the human factor.
The number you get from your sales reps is one valuable data point, and the number your forecasting software spits out is another. Neither is perfect, so it's important to consider both. This guide walks you through a blended approach to forecasting, helping you develop a process that instills trust in both the human and the machine prediction, so you can use both to make a more reliable estimate.
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Follow these steps to get everyone on the same page:
- Educate your team
- Develop a culture of accountability
- Get visibility into your forecasting process