Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • August 28, 2019
  • Article
  • Harvard Business Review Digital Articles

How to Make Your Sales Forecasts More Accurate

By: Lou Shipley
  • Format:Electronic
ShareBar

Abstract

Companies need consistently accurate sales forecasts — but unfortunately they are rare. That’s because many companies fail to align their sales and marketing departments, and that alignment is a prerequisite for forecast accuracy. Companies can achieve better alignment and avoid end-of-quarter angst by agreeing on what constitutes a “lead” that a salesperson will be able to close in the month, quarter, or year. This definition of lead viability needs to be ratified by the entire senior management team. And, just as important, the group needs to agree not to change the definition on the fly.

Keywords

Sales; Forecasting and Prediction; Marketing; Alignment; Technology

Citation

Shipley, Lou. "How to Make Your Sales Forecasts More Accurate." Harvard Business Review Digital Articles (August 28, 2019).
  • Find it at Harvard
  • Read Now

About The Author

N. Louis Shipley

Entrepreneurial Management
→More Publications

More from the Author

    • March 24, 2023
    • Harvard Business Review (website)

    What Silicon Valley Bank Did Right

    By: Lou Shipley
    • February 2023
    • Faculty Research

    Seemore Meats & Veggies

    By: Lou Shipley, Patricia Favreau and Mel Martin
    • November 10, 2022
    • Harvard Business Review Digital Articles

    5 Ways Startups Can Prepare for a Recession

    By: Lou Shipley
More from the Author
  • What Silicon Valley Bank Did Right By: Lou Shipley
  • Seemore Meats & Veggies By: Lou Shipley, Patricia Favreau and Mel Martin
  • 5 Ways Startups Can Prepare for a Recession By: Lou Shipley
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College