Forecasting is by nature an uncertain practice - part art, part science. In the past, it was more of a sales leaders’ art, based on experience, intuition, and assumptions. But as the need for more precise forecasts has grown, and as sales leaders have gained ever-greater access to key data, the science of forecasting has moved to the forefront.
Forecasting isn’t a one-size-fits-all endeavor—every company can fine-tune its forecasting process with data that’s unique to that company. However, before these company-specific data can come into play, there are some vitally important data points to consider that form the basis of every forecast