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Capability Library


Sales forecasting and budgeting

Sales forecasting and budgeting

Related Terms:

Sales forecasting and budgeting is the process of predicting future sales performance and creating a plan for allocating resources and investments to achieve the business’s sales goals. The process involves analyzing historical sales data, market trends, and other factors that may affect sales performance.

Beginner competence definition

At a beginner level, individuals understand the basics of sales forecasting and budgeting. They are able to collect and manage sales data, such as the number of sales and revenue generated. They can also communicate effectively with other members of the sales team and prioritize their workload effectively.

Intermediate competence definition

Intermediate-level individuals use data analysis tools and techniques to identify trends, patterns, and opportunities for improvement. They can use data to develop a sales forecast and a budget for achieving the business’s sales goals. They also use advanced communication and persuasion techniques to build relationships with potential customers and close deals effectively.

Advanced competence definition

Advanced individuals are able to lead the development of a comprehensive sales forecasting and budgeting program for the entire sales team. They are able to use advanced data analysis techniques to predict future sales and optimize the sales process for maximum efficiency and effectiveness. They can coach and mentor other members of the sales team in effective sales forecasting and budgeting techniques, and are also able to anticipate potential risks and develop contingency plans to ensure that sales targets are met.


Sales data analysis and reporting


Sales strategy and planning

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