Forecasting Strategies for Sales Pipeline

 


1. Length of sales cycle forecasting

This method uses data on how long a lead typically takes to close to forecast an individual rep’s sales. The length of sales cycle method can be applied to a multitude of sales cycles, depending on the source. 

2. Opportunity stage forecasting 

The opportunity stage method assigns a percentage value to each lead based on how likely a lead is to close. It is relatively easy to set up and will give you a quick picture. 


3. Intuitive forecasting

The intuitive method is based on trusting that your salespeople are your best resource for accurately forecasting their own sales, and starts by asking each one how confident they are that their sale will close, and when. 


4. Test-market analysis forecasting

 The test-market analysis method is great if you’re rolling out a new product or service and want to get an idea of what your sales might look like. As the name implies, this method involves doing a limited launch of your product or service and then analysing the response. 


5. Historical Forecasting 

This method takes historical sales data and assumes your growth per year.  It should be used as a benchmark, not the fundamentals of your sales forecast.


6. Multivariable analysis 

The multivariable analysis method, however, takes the best parts of all these forecasting methods, and puts them together into one complex, analytics-driven system.


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