Every year is different so one needs to list any changing circumstances that could significantly affect sales. These factors known as the sales forecast assumptions form the basis of forecast. Some typical assumptions are the market, one?s resources, overcoming barriers to sale, products that are newly established and that have the potential to increase sales rapidly and products that face declining sales because of a competitor?s superior product. For new businesses, the assumptions need to be based on market research and good judgment.
Sales masters know that a great strategic business plan, which comes before the actual selling positions them in front of the right buyers at the right time with the right business solution. Just as specific tactics come from a strategic plan, a strong business plan flows from an overall life plan. Sales masters know that a great strategic business plan which comes before the actual selling, positions them in front of the right buyers at the right time with the right business solution. Sales success happens when one?s life is consistently directed by the purposes and core values.
Sales forecasts enables one to manage business more effectively. The starting point for one?s sales forecast is last year?s sales. New businesses have to make assumptions based on market research and good judgment. Depending on one?s type of business, an individual may want to specify the volume of sales in the forecast. By knowing the volume, one plans the necessary resources in areas such as production, storage and transport.