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Sales Forecasting

Your situation

The quality of your sales forecasts is not as good as it should be. You have often noticed quite that the predicted turnover and sales did not match the reality. Stock management is highly chaotic: items are often out of stock, causing you to fail to meet your delivery times. Customers are complaining and it’s been touch-and-go with a few loyal customers. At the same time, some articles are overstocked – precisely the ones that have dropped considerably in price, too.

It’s just as difficult to plan your production. At times, you don’t have enough temporary workers and the costs of recruiting and employing agency workers is skyrocketing. At other times, you haven’t used these workers for such a long time that several experienced temporary employees have found work elsewhere. That’s unfortunate. But what can you do? These unsettling times are making it difficult to make plans and set a course for your company.

The solution

Sofon ensures that all of the details that your sales staff register as part of their daily duties are utilized for sales forecasting without involving any extra work for anyone.

Your sales staff records activities by means of smart questionnaires, which the system uses to automatically calculate probability. The system makes those calculations at every stage of the sales funnel, for example, when a lead becomes an opportunity, or when a budget proposal is confirmed as a quote. By combining all of the detailed information from all the quotes with the probability calculations, Sofon can generate a sales forecast without involving any extra work for you at all. That forecast produces a picture of the volume of anticipated orders with an overview of all the details of the items and services offered. The delivery times are included in the quotes, so that you know when to produce what. Cost prices and order values will also be much clearer.

With this information, you will have a good idea of your future turnover and you can plan your buying and production capacity accordingly. You will be able to see, early on in the process, which products – both those that are time-consuming to produce and those that are not – how many engineers and production staff you need and when. You will also be able to predict whether you will run into problems meeting delivery times or not and will be able to take suitable action to deal with these problems. And if there are services linked to your products, such as an installation, you will know in advance how many mechanics and fitters you will need and when you will need them.

The advantages for you

  • You will know what to expect for your future turnover.
  • You can prepare your buying, engineering, production, and installation optimally for future work.
  • You can anticipate impending delivery problems by bringing in extra engineering capacity or production capacity or by contacting the customer to discuss new delivery times.
  • If you plan your schedules well, you can make your production processes repeatable.
  • Because you are able to organically scale your buying and production capacity up or down, you can make sound decisions about how to run your company.

This may also interest you

In addition to improving your sales forecasting, you can also introduce smart processes throughout your entire sales management, as well: lead management, opportunity management, pipeline management, territory management, activity management, contact management, reseller enablement, groups and campaign management, sales reporting  and lost order analysis.