A Simple Approach to Sales Forecasting
BY Tim Berry
How do you forecast sales accurately? The trick is to break the sales down into manageable parts.
When the research is already done, the mechanics of sales forecasting arerelatively simple.Break your sales down into manageable parts, then forecast the parts.Guess your sales by line of sales, month by month, then add up the saleslines and add up the months.
The illustration below gives you an example of a simple salesforecast, which estimates total dollar value for each category of sales.
A Simple Sales Forecast
This example of a standard sales forecast includes simple price and costforecasts to calculate projected sales and direct cost of sales. (Note: Thisgraphic displays only four months of the 12-month table.)