One of the most challenging - and thankless - tasks in industry is sales forecasting.  Often a major source of friction between Sales & Marketing on the one hand and Operations on the other, sales forecasts are often a bone of contention but are rarely improved.

This book represents a new - some may say radical - approach to sales forecasting.

Tom Wallace and Bob Stahl explain how:

• Forecasting less, not more, can yield higher customer service and lower inventories
• Teamwork, good communications, and clear accountabilities are more important than complex statistical forecasting models
• Sales forecasting is a process, and as such can be improved using standard techniques for process improvement
• It's more beneficial to pursue process improvement than to focus narrowly on forecast accuracy

This is an exciting, breakthrough approach to a traditionally difficult and frustrating task.  It can result in better results with less work - and more fun.

BOOK REVIEW
"Sales Forecasting: A New Approach provides an innovative method of determining forecasts within an organization.  Thomas Wallace and Robert Stahl outline 12 principles, each of which is critical to enabling solid forecasts."
     John Allen, CFPIM. CIRM
     APICS Magazine