Sales forecasting - Pipeline

Abstract

This article is a logical continuation of the first article published in ”IES-2008 - Internet Education Science”, page 282. In this article we provide a “recipe of earning money”. The underlying parts of the selling process can be analyzed, divided into a selling cycle and weighted in order to get a pipeline which follows logical sales process from start till end. After applying the appropriate sales methodologies, a company can predict future sales and thus increase earnings.