Sales Forecasting

Understand What Will Sell When

Sales forecasting can be a time-consuming and painful process that invariably fails to produce accurate results. In many organizations, sales leaders rely on old techniques as opposed to deep analytics. Often, this process is limited to the sales department and doesn't encompass data from other parts of the organization. Once the forecast has been set, affected departments rely on the predictions to plan their activities - making it difficult to change forecast numbers later or manage multiple scenarios.

With PROPHIX, sales forecasts are produced quickly, with multiple scenarios, and can be fully integrated with further planning activities. Updating forecasts can automatically change results downstream, facilitating multiple business scenarios. Historical information can be easily integrated into the process upstream, and downstream to other planning activities including marketing, manufacturing and services.

PROPHIX Sales Forecasting Benefits:

• Gain better visibility into future revenue
• Evaluate revenue trends by region, product, or distribution channels
• Allocate corporate resources more effectively
• Identify and leverage your most valuable customers
• Create detailed customer profiles to predict buying cycles and seasonality
• Align sales plans with company priorities
• Integrate the sales planning process with supply chain forecasts, headcount projections, marketing plans, and manufacturing
• Help sales personnel increase the probability of closing forecasted opportunities
• Integrate directly relevant input from other corporate functions
• Support the manufacturing and distribution groups forecast their capacity requirements
• Help finance report quickly on material changes in business conditions

Organizations of all types are using the forecasting solution's flexible business modeling, forecast targeting and process management capabilities to enjoy significant business benefits, including:

• Accurate sales forecasts and short forecasting cycles
• Lower inventory costs
• Less frequent out-of-stock conditions
• Higher order fulfillment rates
• Greater revenue predictability

Read more about PROPHIX Sales Performance Management:

• SPM Overview
• Product Profitability
• Territory Management
• Sales Compensation Management