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Forecasting Articles & White Papers

Here is a selection of sales forecasting articles.

If you'd like to see an article here that we have not provided then please contact us and we will do our utmost to respond to your suggestion!

Please also see our newsletter archive.

Sales Forecasting in Real World Markets
Sales forecasting white paper

This article is about sales forecasting in real world markets.

It is designed to summarise the thought processes and proven techniques of sales forecasting in business which form the inspiration for much of Prophecy's functionality.

The Case for a Specialised Sales Forecasting Software Solution
Sales forecasting white paper

Forecasting sales is a vital business activity.  Inaccurate forecasts cost your business money and are disruptive to the achievement of targets and goals.  So why conduct the activity of sales forecasting in a sub-optimal software solution?

This article gives you all the arguments in favour of investing in a specialised software solution for sales forecasting.

The Role of Statistical Forecasting in Business Sales Forecasting
Sales forecasting white paper

Statistical forecasting - panacea for sales forecasters or distraction from the fundamental issues faced by sales forecasters in business?  This white paper challenges conventional thinking surrounding the use of statistical forecasting in business and proposes alternative workflows to address the issues and limitations identified.

Applying the 80:20 (Pareto Rule) to Your Sales Forecasting Processes
Sales forecasting white paper

The 80:20 rule states that 80% of your sales, revenue or profit typically come from the top 20% of your customers.

In our experience, many companies have not investigated whether the rule applies to them.  Frequently they find that it actually does!

Applying the implications of the Pareto rule to sales forecasting allows you to take big steps towards improving the quality of your forecasts and the productivity of your sales forecasting process.

This article contains a link to an Excel spreadsheet you can use to quickly check the 80:20 rule using your own data, as well as recommending in detail the changes to the forecasting processthat can be made, should the 80:20 rule apply.

How to Use Prophecy to Improve Your Sales Forecasting Processes
Sales forecasting white paper

This article explains in detail how many of Prophecy's powerful sales forecasting and analytical features will help your forecasters produce better thought out and more accurate forecasts, plans and budgets in less time.

The Business Case for Prophecy
Sales forecasting software - the business case

This white paper (PDF) explains why Prophecy is so appropriate for real-world, multi-user sales forecasting. It aims to summarise the business case for Prophecy in a single article.

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