The process of using the past to forecast the future is no longer valid. Business markets are evolving more rapidly than ever, with a constantly increasing customer, influencer and competitor base. The changing environment is becoming a much more important variable.

 

The question is how can you mix qualitative measures about what might happen in the future with quantitative regression methods of sales forecasting?

 

Furthermore, which method of sales forecasting is most appropriate for your individual product situation, i.e. new product vs old product; growing market vs declining market?

 

This programme is designed to introduce, demonstrate and train managers to use the most appropriate sales forecasting methodology, build in qualitative expectations about the future and simplify the calculations by using Excel™ on a worked example.

 

The benefits:

• More accurate comparison of Forecast vs Target to identify likely areas of over- or under- achievement in order to take prompt corrective actions as appropriate

• Improved sales target setting for salesforce remuneration / motivation purposes

• Improved pack estimates for the production department

 

Contents·

• Assess different sales forecasting techniques

• Identify the most appropriate technique for different situations

• Build in environmental change affects

• Utilise Excel™ to hasten the process and visualise the output

 

Format

The programme consists of one, two-day, interactive workshop. The workshop takes the form of theoretical, followed by practical, then review sessions. By the end, delegates will have identified the pros and cons of different forecasting techniques, practiced using Excel™ to facilitate the calculations and graphic representation, and used the process of environmental analysis to adjust forecasts made on “live” data. They will also have a full understanding of this process to apply to future sales forecasts.

Maximum group size: 9

 

Participants

This programme is designed for any business manager involved in sales forecasting. LogisticsEach delegate will be required to have access to a PC and have basic Microsoft Excel™ spreadsheet skills.