Hello, Thank you for visiting my blog. I would greatly appreciate contributions in terms of new thoughts & concepts towards this blog. Please Click on the links above to access the different sections of the blog. If you want some perspective on how you or your company needs to enhance their Sales or Client Management Capabilities, please email me (Shubhanjan Saha) at shubhanjan.saha@gmail.com & do not forget to subscribe to my posts ! :-) .

Click here to go to Dealsupportguy.com

Thursday, March 21, 2013

Projecting Budget vs. Forecast vs. Rolling Forecast

I should begin by advising that many companies usually have different takes on how do the measure or analyze their budgeting and forecasting, and in my usual vein I start of with my usual advice on the fact that they typically need both a budget and a forecast to manage your company.  They all have different purposes.  In the budgeting process, many executives focus almost exclusively on the income statement.  Usually Revenues are the primary concern, as if increased revenues will solve all the issues so Management decisions that affect the balance sheet accounts can have a greater impact on the company than revenue increases.
 The Rolling forecast takes the initial 36 month forecast and updates the projections at the end of each quarter.  In the end I usually show them what I have in my mind which is what I have attached below.

I have attached a chart that we used which pits Actual vs budget Vs forecast which we used to often analyze our performance


If you want some perspective on how you or  your company needs to enhance their Sales/Client Management Capabilities, please email me at shubhanjan.saha@gmail.com

Friday, March 1, 2013

Factors affecting Sales Forecasting

As an Field Effectiveness Analyst I have often been asked to keep track of certain factors that might affect the sales, usually the list is endless, but I have managed to narrow it down to some of the most obvious basic reasons

•    Number of sales reps
•    Number of working days
•    Advertising expenditures
•    Product pricing; customer terms
•    Currency exchange rates
•    Appointments set
•    Number of leads generated, outbound phone calls completed
•    Conversion rates for: Contacts to Prospects to Customers
•    Web hits, Google rankings, SEO metrics
•    Economic conditions (local, SMSA, state, region, country)

Like I said earlier the list does not end. Every company is different, and some factors could change

 If you want some perspective on how you or  your company needs to enhance their Sales/Client Management Capabilities, please email me at shubhanjan.saha@gmail.com