Sales Forecasting is not the same as Revenue Forecasting
Stephen Hurrell
So let’s start by defining what I mean by a “Sales” forecast. I came late to the Sales CRM world having spent many years running groups designing and developing financial forecast, planning and budgeting systems. In conversations with CRM customers, large and small, it is clear that there is a difference between a sales forecast…
The Challenge of Implementing a Complex Global Sales Forecasting Solution
Stephen D'Angelo
How Dell, Splunk, Glassdoor, GitHub, RingCentral and Others Cracked The Code Today’s massive, complex sales organizations need to have the flexibility to see their quarterly and bi-quarterly forecasts in lots of different dimensions. In many cases they need to see their rollup forecast by product, region, geography, territory, sales VP, sales director AE, splits…
