Every quarter, forecasting sales and delivering on revenue commitments is a time-consuming and error-prone process – often with a surprise ending. Despite the millions your company has invested in CRM, CPM, ERP and other enterprise applications, you’re never quite sure if your sales organization will hit its number.
But you'll definitely know if you miss. Customers’ expectations are not met, sales are lost, and revenue opportunities are missed. The negative impact ripples far across your business.
A quality sales forecast plays a critical role in reducing the business risk that arises when revenue expectations don’t meet reality. But it’s really just part of the bigger picture – a picture Right90 calls Revenue Performance Management.
