In theory, forecasting should be quite simple, but it isn’t. The dynamics of sellers, competition and customers are always changing and that means getting an accurate and reliable sales forecast is going to require a bit more work. This white paper looks at steps that can be taken to achieve a reliable sales forecast and how to run an optimized sales process. The forecast will start with an inspection of open opportunities to project how much revenue the opportunities will produce. But there are additional steps that will be required to create a forecast that sales management and the CFO can act on with confidence.