Sales contracts forecasting

December 28, 2020


Q. I would like to ask the AR Panel for some input. In our organization, we are reviewing the current forecasting process and I am interested in the following: 1. Once a sale is made, who in the organization is responsible to forecast the revenue? Is it done at account, seller, team or any other level? Any best practices you can share?2. If an account is managed by multiple sellers, but there is only one contract, who is responsible for the forecasting of that particular contract?3. Any other…

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