This course is designed for sales managers and sales operations leaders to gain an understanding of the fundamentals of sales forecasting. Whether you are a new sales manager or an experienced sales leader, this course will provide you valuable insights on how you can prepare your team for an accurate sales forecasting practice. I am leveraging my 17+ years in revenue operations leadership roles as well as leadership coaching at various SaaS start-ups in the San Francisco Bay Area to provide you a complete overview on sales forecasting that I believe will be beneficial to your basic forecasting objectives.

In this course we will discuss why sales forecasting is important including from a go-to-market strategy (what to sell, marketing strategy, where to sell, how to sell), performance assessment (metrics, hands on managing, go-to-market alignment, decision-making), and hiring & resource management (hiring standards, onboarding, top sales rep traits), current challenges with sales forecasting (data, processes, tools, risks), how to get started (resources, methodology, setting expectations), how to manage your forecasting process (data completeness and relevance, avoiding surprises, streamlining the process) the long term goals you need to strive for on working towards accurate sales forecasting (training, culture, hiring).

Join me in this brief journey of discussing the value of sales forecasting and what you need to do to achieve accurate forecast reports.