Channel Eye has joined forces with Royston Guest, leading Business Growth Coach and CEO/Founder of Pathways Global, in our column, ‘Ask the Business Coach’.
Sales forecasting and planning is a science. It should not be an experiment nor a ‘finger in the air’, and it most certainly shouldn’t be a ‘well, let’s hope for the best and see what we deliver’. And yet, in my experience, most business leaders are poor at sales forecasting and planning and, as a result, are poor at growing their business.
Three key takeaways
- Sales planning & forecasting are usually flawed.
- Factor in attrition and inflation pressures into your 2025 planning.
- Know what growth you want to achieve in 2025.
Episode timestamps
- [2.12] You will lose some clients no matter how good your service experience is. It is unrealistic to think you will maintain a 100% retention rate. This attrition rate will need to be factored into your 2025 planning in addition to inflationary pressures.
- [4.25] Have a plan to help you grow like crazy, but first, know what growth you want to achieve. Once you know this top-line number, you can calculate how much more you need to sell to existing customers, how much you need to reduce your attrition rate and how many new customers you need.
Do you have a question for the Business Coach?
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Missed a previous episode? Catch-up and watch the series here.
