How to fix your sales forecasting process

Sales forecasting is a surprisingly risky thing, which is ironic since its whole purpose is to identify risk areas in time to apply corrective action.  While everyone agrees that an accurate forecast would be a good thing, there are a surprising number of incentives – financial and political – to forecast with too much optimism. Want to know the definition of impossible?  A sales forecast that is too conservative.

To read this article in full, please click here

(Insider Story)