Forecasting

ConcentricForecasting

Why Your Sales Forecasting Process Is Broken and How to Fix It In 2018

At this time of year, there is tremendous optimism for what lies ahead in the year to come, but also a high-level of uncertainty.  Most everyone in business is thinking “How will this turn out?”  “Will we meet our goals?” “We have a plan but will it deliver the sales we need?”  This ambiguity is most acute for the CFO, who often feels it’s a 50/50 shot to make their plan.  Accordingly, they create contingencies and reserves to account for variability.  Not only is this hedging a barrier to efficient resource allocation, it also creates stress throughout the organization that can hurt productivity and growth.