Salesforce Forecasting is evolving for tomorrow, evolving for the future, and evolving for the next generation of sales leadership. This feature of Sales Cloud has undergone a transformation over the past few releases to reveal a slick, modern interface and a host of new functionality, propelling forecasting into the spotlight. The team behind Salesforce Forecasting …
Here are highlights from article Complete Guide to Salesforce Forecasting | Salesforce Ben
1. Definition and importance of sales forecasting:
– Sales forecasting is a projection of future sales, including which deals will be won and in what time period.
– Sales forecasts impact important business decisions, such as budgeting, stock ordering, and identifying sales pipeline gaps.
2. Key use cases for sales forecasting:
– By sales hierarchy: Forecasting based on the structure of sales teams, either reporting hierarchy or territory hierarchy.
– By sales role: Forecasting for specialist sales teams or overlay teams that support direct sellers.
– By revenue model: Forecasting for industries with subscription or recurring revenue models.
– By segment: Forecasting based on deal type (new business, renewals, upsells) or customer types (SMBs versus enterprise clients).
– By industry: Forecasting at the product level, considering both revenue and quantity forecasts.
3. The importance of a flexible forecasting tool:
– Organizations should choose a forecasting tool that can adapt to their specific business needs, sales processes, and industry dynamics.
4. Evolution of Salesforce Forecasting:
– Salesforce Forecasting has undergone a transformation, with a modern interface and new functionality.
– The team behind Salesforce Forecasting used customer feedback and Salesforce’s internal use to identify and implement requested features.
5. Benefits and features of Salesforce Forecasting:
– Salesforce Forecasting offers benefits like accurate predictions and informed business decisions.
– Features include a modern interface, customization options, collaboration tools, and integration with other Salesforce products.
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