The Mastering the Sales Forecast course provides insight into how to produce a reliable, accurate sales forecast period after period.

The instructor explains the relationship between the sales funnel and the sales forecast and why an accurate funnel helps produce an accurate forecast. He describes what is necessary to have an accurate sales funnel including regular ‘Funnel Audits’. Finally, the author gives CFOs and finance leaders specific ways to be involved in and exercise leadership in the sales forecast and funnel process.

Learning Objectives
  • Identify why an accurate sales funnel is necessary to have an accurate sales forecast
  • Identify why regularly scheduled funnel inspections are needed to keep the funnel data accurate
  • Identify the 3 things to convert an accurate sales funnel into an accurate sales forecast
  • Identify the role that CRM plays in a sales forecasting process
  • Identify 5 ways CFOs and finance leaders can be involved in the company’s sales funnel and sales forecast process
  • Identify 4 ways to collaborate with sales leaders in the sales forecasting process
Last updated/reviewed: March 11, 2024
15 Reviews (45 ratings)

Reviews

5
Member's Profile
A very, very pragmatic approach to sales forecasting. I'm in agreement with Mark's approach...more focus on data, and less on "tweaking". Mark gives a step-by-step walkthough that is very helpful to developing a good process. Plus, he points out a few emerging pitfalls!
3
Anonymous Author
Instructor seems a little self serving with the "proprietary buy cycle funnel" which really is pretty commonly used in some form. Was hoping for more analysis on how to use results of pipeline to better forecast.
4
Anonymous Author
I liked the sales funnel with the stages and activities as it provides a great visual to help explain what needs to be done to close the business. This could be used effectively in any industry.
3
Member's Profile
I was expecting the course to be useful for normal sales forecast. However, the benefit of the approach seems to be mainly for new opportunities and deal based company.
4
Anonymous Author
A totally new topic well explained and presented. This course clarifies many confusions.Sales funnel and sales pipeline data are now become easier to understand.
5
Member's Profile
Excellent description of the key relationship between funnel and forecast. Very consistent with my experience working with sales teams and executives.
4
Member's Profile
Seems to be a tool for organizations where sales folks are not held to the accuracy of the forecast, but a good method
4
Member's Profile
Very good course content on the sales cycle process for senior management.
5
Anonymous Author
It provided a clear explanation of each step of the sales forecast.
4
Member's Profile
Needs to address recurring sales not just new opportunties
4
Anonymous Author
Great topic, would love a more in depth course on this.
5
Anonymous Author
Excellent overview of the sales process vv finance
4
Member's Profile
Thank you very much for this valuable course.
5
Member's Profile
easy to follow and remember key points
5
Member's Profile
Great course! Very informative.
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Prerequisites
Course Complexity: Intermediate

Prerequisite: Exposure to corporate finance

 

Advanced Preparation: None

 

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  8:31PREVIEW: Introduction and Agenda
Part 1
  Role of Senior Finance Executives in Sales Forecasting6:16
  What is a Sales Funnel?11:51
  Purpose and Characteristics of the Sales Funnel12:46
Part 2
  Relationship of Sales Funnel to Sales Forecast7:32
Part 3
  Converting Sales Funnel to Sales Forecast11:49
CONCLUSION
  5 Questions for the VP of Sales and The CFO's Role in Forecasting3:27
SUPPORTING MATERIALS
  Slides: Mastering the Sales ForecastPDF
  Mastering the Sales Forecast Glossary/IndexPDF
REVIEW & TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam