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The Mastering the Sales Forecast course provides insight into how to produce a reliable, accurate sales forecast period after period.
The instructor explains the relationship between the sales funnel and the sales forecast and why an accurate funnel helps produce an accurate forecast. He describes what is necessary to have an accurate sales funnel including regular ‘Funnel Audits’. Finally, the author gives CFOs and finance leaders specific ways to be involved in and exercise leadership in the sales forecast and funnel process.
Learning Objectives
- Identify why an accurate sales funnel is necessary to have an accurate sales forecast
- Identify why regularly scheduled funnel inspections are needed to keep the funnel data accurate
- Identify the 3 things to convert an accurate sales funnel into an accurate sales forecast
- Identify the role that CRM plays in a sales forecasting process
- Identify 5 ways CFOs and finance leaders can be involved in the company’s sales funnel and sales forecast process
- Identify 4 ways to collaborate with sales leaders in the sales forecasting process
Last updated/reviewed: June 24, 2017
12 Reviews (31 ratings)Reviews
Keith Perry
View Instructor Profile
A very, very pragmatic approach to sales forecasting. I'm in agreement with Mark's approach...more focus on data, and less on "tweaking". Mark gives a step-by-step walkthough that is very helpful to developing a good process. Plus, he points out a few emerging pitfalls!
Anonymous
(CFO)
Instructor seems a little self serving with the "proprietary buy cycle funnel" which really is pretty commonly used in some form. Was hoping for more analysis on how to use results of pipeline to better forecast.
Anonymous
(Independent Financial Consultant)
I liked the sales funnel with the stages and activities as it provides a great visual to help explain what needs to be done to close the business. This could be used effectively in any industry.
Pei Sze Oh
(FP&A Manager at Electrolux)
I was expecting the course to be useful for normal sales forecast. However, the benefit of the approach seems to be mainly for new opportunities and deal based company.
Anonymous
(Financial Services Professional)
A totally new topic well explained and presented. This course clarifies many confusions.Sales funnel and sales pipeline data are now become easier to understand.
Bruce Hunt
(VP Finance at Hunt FP&A Insights)
Excellent description of the key relationship between funnel and forecast. Very consistent with my experience working with sales teams and executives.
Tim Philips
(Controller at Self)
Seems to be a tool for organizations where sales folks are not held to the accuracy of the forecast, but a good method
Rich Housman
(Chief Financial Officer at Venus Wafers Inc.)
Needs to address recurring sales not just new opportunties
Anonymous
(Finance & Strategic Planning Consultant)
Excellent overview of the sales process vv finance
Sami Jabra Seedhom
(Accounting Department Manager at Edrak Int. For Commercial Services)
Thank you very much for this valuable course.
Lisa Johnson
(Controller at Serena & Lily, Inc.)
easy to follow and remember key points
Matt Osmundsen
(Director of Financial Planning at Baldwin Technology Company, Inc.)
Great course! Very informative.
Prerequisites
Course Complexity: Intermediate
Prerequisite: Exposure to corporate finance
Advanced Preparation: None
Education Provider Information
Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .