in Sales Forecasting

Metric of the Month: Sales Forecast Errors

by Vanguard Software


Accurate and regularly updated assumptions drive reliable sales forecasts. Likewise, reliable sales forecasts drive successful demand plans. But to make it all work, companies need to make sure that financial planners, as well as sales and operations planners, are an integral part of forecast-assumption management. This, writes Mary C. Driscoll, a senior fellow in financial management at nonprofit research firm APQC.

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