Avoid Forecast Pitfalls

  1. AVOID BEING OVERLY OPTIMISTIC
    • Don’t inflate the results of your marketing and sales activities
    • Add more activities to create more sales
  2. USE EDUCATED GUESSES
    • Avoid wishful thinking
    • Check results of similar activities in the past and use as references
    • Break purchase process down into smaller parts
      1. 1 new salesperson
      2. New leads
      3. New customers
      4. New repeat customers
      5. Order size
  3. DOUBLE-CHECK YOUR ASSUMPTIONS: Use other sources of information
      1. Past campaign results
      2. Customer survey
      3. Staff
      4. Accountant
      5. Sales person