Sales forecasting is how businesses attempt to predict the future. A methodical, effective forecast provides invaluable insights to inform your business decisions. Whether you're new to sales forecasting or seeking to refine your approach, this guide will introduce you to essential methods and tools that can enhance your B2B forecasting efforts.

What is sales forecasting?

At its core, a sales forecast is a projection of the sales a company expects to achieve within a specified period. It can be based on historical data, market trends, and various sales forecasting methods and models.

Why is sales forecasting important?

Your organization's sales forecast is vital to:

Allocate resources efficiently

Identify potential challenges and opportunities

Form the foundation for business strategies

Drive budgeting and financial planning