Cost of sales is the largest expense on a B2B P&L statement. Why is this? Business plans are often based on aspirational instead of realistic sales forecasts. This sets up the organization to overspend and fall short of targets.

In this article, we focus on the importance of your sales forecast and the need to incorporate three critical sales factors in your planning process.

You’ll get ideas for how to predict sales in more accurate and precise ways so that your overall forecast is more realistic than ever. Plus, you’ll learn to leverage your CRM data for more meaningful conversations about the future of the top line.