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Updated in [July 25th, 2023]

This course is designed to provide sales managers and sales operations leaders with an understanding of the fundamentals of sales forecasting. With 17+ years of experience in revenue operations leadership roles and leadership coaching at various SaaS start-ups in the San Francisco Bay Area, the instructor will provide a comprehensive overview of sales forecasting that is beneficial to basic forecasting objectives. Topics discussed include the importance of sales forecasting from a go-to-market strategy perspective, performance assessment, and hiring and resource management. Challenges with sales forecasting, such as data, processes, tools, and risks, will also be addressed. Additionally, the instructor will provide guidance on how to get started with sales forecasting, how to manage the forecasting process, and the long-term goals to strive for in order to achieve accurate sales forecasting.

Course Syllabus

Introduction

Why does sales forecasting matter?

What are the current challenges of accurate forecasting?

How to get started?

How to manage your sales forecast process?

Long term goals

Conclusion