What does it mean?


Forecasting is the estimation of future sales based on past data trends. This data can range from historical sales figures to market trends and seasonality. Forecasting can help sales managers to determine how many prospects they need to reach out to in a given period, how many deals they need to close, and how much revenue they can expect to bring in over a given timeframe. Managers can better allocate resources and plan appropriately by having a more accurate view of future sales.

Forecasting for Successful Sales Management

As a sales manager, it's crucial to clearly understand your team's sales forecast for the upcoming period. Forecasting can be a powerful tool to help sales reps plan their activities, increase their efficiency, and eventually hit their targets. It can also help high-level employees set expenses, profit, and growth standards. In this blog post, we'll cover the basics of forecasting and some best practices to follow when creating an actionable forecast for your team.

Creating a Forecast

To create a forecast, gather as much data as possible. Sales figures, historical trends, seasonal spikes, and industry research should all be considered. Once you've gathered your data, use it to create a sales forecast model tailored to your team and your specific market. It's important to ensure that your forecast model includes variables such as the potential size and timing of new orders, changes in customer behavior, and potential changes in the market.

Setting Expectations

Forecasting is a tool to help set expectations and plan for the future rather than a guaranteed outcome. Due to unforeseen market changes, buyer behavior, and other external factors, sales forecasts can fall short. Be sure to communicate the expectations set by your forecast model with your team so they understand the goals and targets they're working towards. By clearly understanding what's expected of them, sales reps will be better equipped to plan their days, weeks, and months more effectively.

Optimizing Your Forecasting Model

An effective sales forecasting model is optimized for your team's needs. Review your forecast data regularly and make necessary adjustments to optimize your forecasting model. Be sure to factor in any unexpected changes or trends that may have affected previous forecasts and adjust accordingly.

Additionally, regularly reviewing your forecasting model can help identify areas where the model may not be effective and improve it accordingly.


Forecasting can be an essential tool for sales managers in helping to plan and manage their teams effectively. By being transparent with expectations, gathering accurate data, and regularly reviewing your sales forecast model, you'll be better positioned to hit your sales targets, allocate resources effectively, and optimize your team's performance. Remember, forecasting is not a guaranteed outcome. Instead, consider it a tool to help you plan and adjust your strategies as you work towards your goals. With the right mindset and approach, forecasting can help elevate your team's performance and drive growth for your business.