Large and small organizations understand that forecasting is important, but that doesn’t make it any less of a daunting task. In many organizations it’s often the case that the forecasting process isn’t run efficiently and hasn’t matured to the same level as other processes. It isn’t until a major event occurs, like a big forecast miss, that everyone is forced to reassess forecasting processes.
Envisioning sales forecasting as an integrated, companywide process is an important step to improve process efficiency and forecast accuracy.
The Sales Forecasting Maturity Model sets out to demonstrate different levels or states of forecasting an organization might find themselves in. The purpose is to explain these different sales forecasting levels and to show a progression. Even if your organization is at Level 1, the purpose of the maturity model is to demonstrate that there is value at each level and organizations can take small steps to eventually get to Level 4.