B2b sales forecasting for Government

How to create outlook signature

meet Chuck kitchen an accomplished industrial B2B manufacturing and distribution sales leader in this video Chuck unveils his seven Essential Elements for successful sales forecasting a challenge faced by both individual sales contributors and leaders alike his approach is clear-cut practical and has proven successful over decades we hope these insights will assist you and your organization in achieving the growth you aspire to let's get started element one we tackle the importance of understanding historical data while history may not directly dictate the future it can provide valuable insights consider the trends in your business that consistently repeat year over-year is there a demand that is tapered off or perhaps spikes in business that haven't repeated these observations can provide a clearer picture of your business's future element two customer insight to truly understand the future start with the customer are they satisfied with your company what is their business Outlook it's essential to know precisely how their product mix will impact yours they might be up 5% in certain areas while the areas using your products are down 5% element three we must consider company issues and objectives if your organization is going through change how might this impact your sales efforts aligning the sales effort with the rest of the organization is crucial be sure your sales plans support company objectives element four consider the competitive landscape if your organization is not ready to compete don't Harbor false hopes it's crucial to have a clear view of your product's value the quality competitive pricing and the support your Market demands element five evaluate your available tools reflect on resources and assess your strategy and progress tracking methods ensure access to helpful materials and confirm that your sales process is proactive robust adaptive and geared for necessary adjustments element six strategy it's time to turn your insights into a concrete plan outline your strategy for each account specifying the actions needed who will carry them out and when this step serves as a catalyst for internal discussion making your strategy even more robust and finally element seven ongoing monitoring and adjusting sales forecasting is an ongoing process not a onetime event it's crucial to regularly scrutinize your sales and backlog are your projections matching reality if not be sure to know why and adjust your strategy as necessary don't wait until it's too late to summarize the seven key elements of successful sales forecasting are understanding your historical data gaining customer Insight considering company issues and objectives analyzing the competitive landscape utilizing tools understanding market trends and regularly viewing your forecast and adjusting your strategies as necessary Embrace these Seven Elements to enhance your sales forecasting get ready today for a prosperous tomorrow