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Role of the Sales Force in Forecasting

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  • Michael Gilliland

Abstract

Mike draws on his own and othersÕ experience to identify the key issues in using sales force input to the forecasts. As you would no doubt expect, these are not black-and-white concerns, but demonstrate the importance of thinking through how sales input should be provided, how to motivate reliable input, and how to judge its value to the organization. Copyright International Institute of Forecasters, 2014

Suggested Citation

  • Michael Gilliland, 2014. "Role of the Sales Force in Forecasting," Foresight: The International Journal of Applied Forecasting, International Institute of Forecasters, issue 35, pages 8-13, Fall.
    • Handle: RePEc:for:ijafaa:y:2014:i:35:p:8-13
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    Cited by:

    1. Wilson, J. Holton & Dingus, Rebecca & Hoyle, Jeffrey, 2020. "Women count: Perceptions of forecasting in sales," Business Horizons, Elsevier, vol. 63(5), pages 637-646.

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