TY - JOUR
T1 - An Exploration of Sales Forecasting: Sales Manager and Salesperson Perspectives
AU - Wilson, J Holton
AU - Hoyle, Jeffrey Allen
AU - Dingus, Rebecca
PY - 1800
Y1 - 1800
N2 - An important component of making critical decisions is the ability to accurately predict future performance. This is essential for the sales function of a business, as so many factors hinge on the sales forecast. Accordingly, quantitative data should build projections based on sound data analysis. This study identifies how sales professionals (both sales managers and salespeople) are achieving this, given modern-day tools that are available, as well as the resulting impacts.
AB - An important component of making critical decisions is the ability to accurately predict future performance. This is essential for the sales function of a business, as so many factors hinge on the sales forecast. Accordingly, quantitative data should build projections based on sound data analysis. This study identifies how sales professionals (both sales managers and salespeople) are achieving this, given modern-day tools that are available, as well as the resulting impacts.
UR - https://www.palgrave.com/gp/journal/41270
M3 - Article
SN - 2050-3326
JO - Journal of Marketing Analytics
JF - Journal of Marketing Analytics
ER -