Improving Sales and Revenue Forecasts in Uncertain Markets

A New Expected Value Approach

Companies rely on their sales pipeline to forecast future new revenues. Even with the use of sophisticated customer management relationship software, most companies continue to struggle with developing accurate forecasts. Revenue forecasting is particularly challenging for companies that are project-based and rapidly growing in their core market, or who are pursuing adjacent or ancillary markets.

This book, by SMA President & CEO, Ajay Patel, CF APMP, not only explains why forecasting sales and revenues has been a persistent problem for companies but also gives you the guidance and templates needed to better manage the sales pipeline and more accurately forecast revenues.

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