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.
|Journal||Journal of Marketing Analytics|
|State||Accepted/In press - 1800|