A Comprehensive Guide to Sales Forecasting

Discounted Cash Flow A Comprehensive Guide

What is sales forecasting?

Forecasting is the key to success in business, and sales forecasting, along with financial forecasting and cashflow forecasting, are powerful tools that allow us to peek into the future. Sales forecasting provides valuable insights and predictions about a company’s future sales performance. This guide will help you understand the basics of sales forecasting, its importance, factors affecting it, the variety of forecasting models available, and how to create an effective forecast.

what is sales forecasting

Why is sales forecasting important?

Whether you want to start a business or expand your current venture, sales forecasting plays an important role in driving your business forward. Here’s why:

  1. Goal setting: It enables businesses to set realistic sales goals and objectives. By looking at past data, current market analysis, and potential opportunities, a company can determine what is achievable in a given timeframe.
  2. Resource allocation: Sales forecasts play a vital role in managing resources efficiently. By predicting future sales, companies can make informed decisions about where and when to invest resources to optimize results.
  3. Attracting investors: A solid sales forecast can demonstrate to investors that a business has a clear view of its market and its potential growth. This can give investors confidence in the company’s strategy and future profitability.
  4. Budget planning: Sales forecasts help companies plan budgets effectively. Knowing the expected income allows businesses to make decisions about expenditures, including marketing costs, hiring needs, and capital investments.
  5. Risk mitigation: By identifying potential future trends and challenges, sales forecasts allow businesses to take proactive steps to mitigate risks. This could include diversifying product lines, entering new markets, or adjusting pricing strategies.

A comprehensive overview of sales forecasting methodssales forecasting method.jpg

Sales forecasting involves predicting future sales revenues based on various factors such as past sales data, industry-wide comparisons, and market trends. There are several methods to achieve this, each with its strengths and suitable applications.
Here, we delve into the details of two broad approaches:

  • Top-down and bottom-up forecasting
  • Six specific techniques

Top-down (growth rate-based) forecasting

Top-Down forecasting begins with the big picture — such as the overall market size or growth rate — and then estimates a company’s sales based on its share of the market or growth rate. This method gives a macro-level perspective and is valuable for setting overarching revenue goals. However, it might overlook the specific details of individual sales operations.

Bottom-up (acquisition-based) forecasting

Contrarily, Bottom-Up forecasting starts at the most granular level. It aggregates micro-level data — individual customers or sales deals — to predict total sales. This method is excellent for capturing the nuances of specific operational details and understanding the sales process’s inner workings. Yet, it might miss the larger market trends or macroeconomic factors.

Opportunity stage forecasting

This method is a kind of Bottom-Up forecasting. It considers individual sales opportunities based on their current stage in the sales pipeline. For instance, if a business knows that 20% of leads move from the demo stage to the proposal stage, it can apply this ratio to its current leads to estimate future sales. This method requires a well-defined sales pipeline and accurate tracking of each opportunity’s progress.

Length of sales cycle forecasting method

Also a form of Bottom-Up forecasting, this method estimates future sales based on the typical duration of the sales cycle. If a company knows its average sales cycle is 60 days and it typically closes 200 deals every cycle, it can predict it will close roughly 200 deals in the next 60 days. It’s crucial to have accurate data on sales cycle duration and close rates for this method to be effective.

Intuitive forecasting method

The Intuitive method can be applied as either a Top-Down or Bottom-Up approach, depending on its use. It’s less structured and relies heavily on the sales team’s experience and gut feelings. It’s often used in industries where trends change quickly or when other forecasting methods are impractical. However, it’s subject to human biases and may not always be accurate.

Historical forecasting method

This is generally a Top-Down approach, relying on a company’s past performance to project future sales. It presumes that history will repeat itself — if a business grew 5% year-over-year in the past, it will grow at the same rate this year. While this method is straightforward and useful when trends are consistent, it may not account for sudden market changes or new competitors.

No historical data? Check out our helpful guide on how to help to create a forecast without historical data.

Multivariable analysis forecasting method

This method can be a Top-Down or Bottom-Up approach, depending on the variables used. It considers multiple factors simultaneously — such as economic indicators, market trends, or individual sales deals — to predict sales. This method can provide very accurate forecasts but requires sophisticated statistical skills and software.

Pipeline forecasting method

The Pipeline method is a type of Bottom-Up forecasting that closely examines the sales pipeline. It looks at each deal’s value and probability of closing based on its pipeline stage. The sum of all these potential deals makes up the sales forecast. Regular pipeline reviews and updates are essential for this method’s accuracy.

Which method is the best one for you?

Each forecasting method has its advantages and drawbacks, and the best sales forecasting method for a given situation typically depends on a variety of factors:

  1. Availability of data: If you have a significant amount of historical sales data, then methods like the Historical Forecasting Method or Multivariable Analysis Forecasting Method could be very effective.
  2. Sales cycle: If you have a complex sales cycle with distinct stages, then the Opportunity Stage Forecasting or Pipeline Forecasting Method might be the best fit.
  3. Type of business: For new businesses without much historical data, the Length of Sales Cycle, Intuitive, or Bottom-Up Forecasting Method may be more applicable.
  4. Industry: Some industries that have consistent, repeatable sales processes and patterns can benefit from the Historical Forecasting Method. In contrast, others with rapid changes and uncertainty may need the flexibility of the Intuitive Forecasting Method or the in-depth analysis of the Multivariable Analysis Forecasting Method.

Remember, no method guarantees perfect accuracy; sales forecasting is about making the best possible estimate with the information available. Many businesses find that a combination of methods gives them the most accurate and useful forecasts.


How to create a sales forecast?

Creating an effective sales forecast is an essential step for every business, as it helps in making informed decisions and planning for the future. Here’s a step-by-step guide on how to do it:

Step 1: Choose a forecasting method

Firstly, decide on the forecasting method you will use. As we discussed earlier, there are various methods like Opportunity Stage, Length of Sales Cycle, Intuitive, Historical, Multivariable Analysis, and Pipeline Forecasting. Choose the method that best suits your business type, industry, the availability of data, and the nature of your sales process.

Step 2: Gather relevant data

Collect all the necessary data. This may include historical sales data, conversion rates, the average length of the sales cycle, and other relevant information depending on the chosen method.

Step 3: Analyze the data

Analyze the data you’ve gathered. If you’re using a historical method, look for trends in your past sales data. If you’re using an opportunity stage or pipeline method, evaluate your sales pipeline’s current status. For multivariable analysis, you’ll need advanced analytics capabilities to analyze a wide range of data.

Step 4: Make your predictions

Based on your analysis, make your sales predictions. Remember, these are educated estimates, not guarantees. Be realistic, and consider a range of possible outcomes, including best-case and worst-case scenarios.

Step 5: Review and adjust regularly

Finally, regularly review and adjust your forecasts. Market conditions, sales strategies, and many other factors can change, affecting your forecast’s accuracy. Regular reviews allow you to adjust your predictions in light of new data and maintain the forecast’s accuracy.

Creating a sales forecast can be a complex process, but it’s an essential tool for managing a business effectively. And remember, the goal isn’t to predict the future perfectly—it’s to make educated estimates that help guide your business decisions.

Sales forecasting examples

To provide some practical examples of sales forecasting, let’s imagine a few scenarios involving different types of businesses and methods.

Example 1: Opportunity stage forecasting for a B2B software companyb2b - business sales forecasting example

Suppose ABC Software is a B2B company selling software as a service (SaaS). They have a clear sales pipeline with defined stages: Lead Generation, Initial Contact, Product Demonstration, Proposal, and Closing. Based on their historical data, they know that:

  • 50% of generated leads make it to the Initial Contact stage.
  • 40% of those contacts agree to a Product Demonstration.
  • 60% of demonstrations result in a Proposal.
  • 80% of proposals lead to a closed deal.

With this data, if ABC Software generates 1,000 leads, they can forecast that they’ll close approximately 96 deals (1000*50%*40%*60%*80%).

Example 2: Historical forecasting for a retail storeretail store sales forecasting example

XYZ Retail has operated for several years and has accumulated a wealth of historical sales data. They notice a steady year-on-year growth rate of 5%. Based on this, if their sales were $1,000,000 last year, they can forecast this year’s sales to be $1,050,000.

Example 3: Bottom-up forecasting for a new startupBottom-Up forecasting for a new startup

Let’s consider a startup, Startup 123, that has just launched its first product. As they have no historical sales data, they decide to use a bottom-up method. They estimate:

  • They can attract 5000 website visitors per month.
  • 10% of visitors will sign up for their service (500 customers).
  • Each customer will spend an average of $20 per month.

Based on these estimates, they can forecast monthly sales of $10,000 (500*20).

These are simplified examples, and real-world sales forecasting can be much more complex, considering multiple products, variable pricing, seasonal trends, market conditions, and many other factors. However, they give a sense of how different methods work and how they can apply to different types of businesses.

Factors that can affect a sales forecast

Sales forecasting is not an exact science. Various factors, both internal and external, can significantly influence the accuracy of a sales forecast. These factors may vary from one business to another, but generally, they fall into three categories.

1. Internal factors

Internal factors are aspects within the business that directly affect sales performance. These can include:

  • Sales team: The skills, knowledge, and motivation of your sales team can significantly impact sales. A well-trained and motivated team can often outperform a demotivated or unskilled team.
  • Marketing and promotion: The effectiveness of marketing strategies and promotional activities also plays a role in driving sales.
  • Pricing strategy: Price changes can significantly affect the volume of sales, especially in price-sensitive markets.
  • Product quality and innovation: A high-quality product or a unique value proposition can lead to increased sales.

2. External factors

External factors are those outside the business’s control but still have a significant impact on sales. These can include:

  • Market conditions: The overall economic situation, consumer spending trends, and the state of the job market all influence purchasing behavior.
  • Competition: The activities of competitors, such as a new product launch or aggressive pricing strategies, can impact your sales.
  • Regulatory environment: Changes in laws and regulations can affect your product, its pricing, or its market.
  • Seasonal trends: For many businesses, seasonal trends can greatly impact sales volumes.

3. Historical factors

Historical factors refer to the past performance of the business. Historical sales data is often used as a starting point for sales forecasts. However, it’s essential to consider:

  • Sales growth: A steady growth trend can be a positive sign, but it’s essential to identify whether this growth is sustainable.
  • Past events: Specific events may have led to spikes or drops in sales that are not likely to recur.

By identifying and understanding these factors, businesses can create more accurate sales forecasts and be better prepared for future fluctuations in sales.

Why use visuals in sales forecasting: simplifying complexity

why use visuals in forecasting

The old saying goes, “A picture is worth a thousand words,” and in the world of sales forecasting, it couldn’t be more accurate. Graphical representations or visuals are a powerful tool to simplify the complexity of financial forecasting, making it easier to understand and use.

Graphs and charts provided by financial forecast software like Brixx give life to your forecasts, showcasing patterns and trends that might be missed in raw data. It’s not just about number-crunching; understanding these numbers is vital, and that’s where visuals come in.

Take control of your future with Brixx

Now that you understand the power and importance of sales forecasting, it’s time to put that knowledge into action. With Brixx software, creating accurate, comprehensive sales forecasts has never been easier.

Our intuitive software makes planning your sales, resources, and budget simple and straightforward. Whether you’re a startup seeking to attract investors, or an established business looking to boost profitability, Brixx has the tools to help you reach your goals.

Ready to take control of your business’s future? Start your free trial of Brixx software today, and discover the difference accurate sales forecasting can make. The future of your business is in your hands. Plan smarter, grow faster, and succeed with Brixx.

Related articles

Get started FREE with Brixx today

and take the first steps to planning your business’ future development

Get Started for FREE