GENERATING A SALES FORECAST

Why Sales Forecasting is Essential for CPG Brands

The value and importance of a robust forecasting process cannot be overstated for a CPG organization.

It serves as a critical foundation for multiple functions across the company, driving strategic decision-making, operational efficiency, and ultimately, business success.

Let's explore the impact of sales forecasting on various teams within a CPG organization:

1. Sales Team

  • Forecasting enables the sales team to set realistic targets, allocate resources effectively, and develop data-driven strategies to achieve their goals.
  • Accurate forecasts help sales representatives prioritize accounts, optimize their time and effort, and proactively address potential challenges or opportunities.
  • Forecasting also facilitates better collaboration with retailers, as the sales team can provide reliable projections and demonstrate a deep understanding of market dynamics.

A robust sales forecasting process is a critical enabler of success for a CPG organization. It drives alignment, efficiency, and effectiveness across multiple functions, from sales and marketing to supply chain and finance.

By providing a common language and a shared understanding of expected performance, forecasting enables better collaboration, decision-making, and ultimately, business growth.

Investing in the development of strong forecasting capabilities, supported by the right tools, processes, and talent, should be a top priority for any CPG organization looking to thrive in an increasingly competitive and dynamic market landscape.

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Steps to Sales Forecasting

Own Your Future With Intelligent Forecasting.

Forecasting in Excel is tedious, time-consuming, and error-prone.



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