Business analytics: applying the principles to sales

Foresite’s Brian Hawkes explains that forecasting accuracy is as much about the ability to close sales gaps as it is about predictive forecasting.

Real-time forecasts enable the CFO to identify future sales gaps whilst Sales Performance Analytics (SPA) provides the tools for closing them. Foresite SPA calls this its “3 Step Driver-based Methodology”:

1. The sales bridge recognises the impact that events in the previous period will have during the planning horizon, as well as the impact of events that have already occurred during the budget period so far. It is unambiguous being comprised only of historical facts in respect of active sales, order bank, newly won business and sales churn.

Continued...