Differences between sales planning and forecasting

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Sales planning and forecasting, despite their apparent similarity, are different concepts. The latter is a hypothesis or assumption about how much and over what period of time a product will be sold. Analytical department specialists draw their conclusions based on a detailed analysis of sales potential. Forecasting must be preceded by serious work; simple intuition or a desire to see a particular level of sales is not enough here.

The sales plan, especially its philippines whatsapp implementation, is a set task. In other words, it is a specific measurable goal, the formation of which is based on the analysis of similar indicators for past periods. The commercial director sets the benchmarks for the head of the sales department, and the latter communicates the tasks to ordinary managers.

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What is required for sales forecasting
For more accurate sales forecasting, experts recommend using the following elements:

Personal plans , as well as their subtypes for a department or area, since it is impossible to do without them or KPIs when accurately assessing performance.

Formalized sales processes . It is very difficult to evaluate the effectiveness of employees if there is no unified method for promoting goods.

Standardized terminology. All department employees must use common definitions and concepts.

CRM system. The organization must have a working system of automated accounting of clients and sales. Without it, it is impossible to forecast sales, and those indicators that the analytical department will still provide will be very conditional.

Responsibility for the result. If the forecast values ​​are not achieved, then managers must determine the reason for this. Otherwise, salespeople will treat the calculated data as some kind of reference information.