When it comes to sales, numbers are key, but they don’t always give you a comprehensive picture of your org’s performance and potential — particularly in the context of forecasting. So while quantitative forecasting can’t be ignored, you still need to consider factors beyond those hard figures if you want a truly thorough understanding of what you can expect from your sales department.

The consideration of those non-quantitative factors amounts to something known as qualitative forecasting — forecasting that accounts for the more subjective elements of sales.

By accounting for both sides of the forecasting process, you can put yourself

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