How to forecast revenue based on growth rate
Автор: Winning by Design
Загружено: 2022-02-17
Просмотров: 18981
Описание:
In this overview, Jacco explains how to perform a multi-year forecast based on historical data. A few key points that he covers in detail, along with the math and models behind this:
Historically, organizations use capacity-based forecasting, in which the average capacity of a salesperson is multiplied by the number of salespeople.
In capacity-based forecasting, growth is therefore perceived as an outcome of a group’s capacity, and often by a single department such as sales or marketing.
It is recommended to use a growth-rate-based forecast for a multi-year forecast due to the inaccuracy of a capacity-based forecast.
A growth-rate-based forecast reflects how the entire system performed over time.
Such a forecast, incorporating the system rather than the individual salespeople, is more accurate because it reflects how every part of the organization contributed in previous years.
A system-based forecast includes the hiring and onboarding process of the HR department.
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How to forecast revenue based on growth rate
• How to forecast revenue based on growth rate
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