In Part 1, I reviewed the different methods of choosing the numbers that power your forecast – Unweighted, Weighted, and Committed. ASPEC supports these three methods – and you don’t have to pick just one. In fact, you can use more than one as a double check to validate the numbers you are seeing.
Let’s talk now about the operational side of using the Forecast function in ASPEC.
For most opportunity tracking tools (either in CRM, or stand-alone), forecasting falls into one of two categories:
This is the idea that forecasting is left to a reporting section of the software tool – it is considered output. The kind of output you run once a month or once a week. This comes from the pre-historic days of CRM – which many of the current crop of Cloud vendors copy. Forecasting should be interactive – rather than run a report on a territory and product, you should be able to apply a territory or product filter to your forecast.