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We will next focus on Sales Forecasting.
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We will go through an example of forecasting sales bookings
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using both the bottom-up approach and the top-down approach.
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In the bottom-up approach,
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you will see how historical data is used for forecasting.
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In the top-down approach,
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you will use assumptions about Santa RAM,
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that influences sales productivity,
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and in turn, the projected bookings.
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Though there are many ways to implement each of these approaches,
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the examples here, will provide a foundation
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for extending these practices to new examples.
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I've provided additional resources below
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the videos for you to see other examples of sale forecast.
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Before we begin, let's take a moment to revisit the sales funnel.
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As you remember, the sales metrics are tracking the conversions from prospects into
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leads and then turning these leads into qualified leads and finally,
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we hope to win or close the deals and increase our sales bookings.
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Now, let's go over a sales forecast using a bottom-up approach.
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This is the more common approach and it comes from the sales funnel historical data
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