Sales forecasting is never an easy thing to do. Add in a pandemic, and it can be extremely challenging to have accurate sales forecasting and budgeting. This is exactly what sales…
Sales forecasting is never an easy thing to do. Add in a pandemic, and it can be extremely challenging to have accurate sales forecasting and budgeting. This is exactly what sales professionals are faced with in light of COVID-19.
Gloria Omale on Gartner provides a good explanation of the challenges of sales forecasting during the pandemic:
“The leading indicators used to inform preexisting forecast processes (for example, historical load rates, lead/pipeline conversion rates, weighted pipeline) may not be as effective at projecting unit volume, bookings, and revenue in current conditions. These unknowns leave professionals less able to make confident decisions, resulting in even greater forecast uncertainty.”
“For now, supplement existing forecasting techniques with new leading indicators. Identify and track markers that signal when supply and demand might get worse or better and provide strategic insights on how these factors drive forecast changes,” she adds.
Our sales recruiters will provide you with a guide for sales forecasting and budgeting during a pandemic or other crisis.
Here are some tips to help you more accurately forecast and budget during the pandemic:
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.