Does your finance team perceive sales forecasts to be exercises in wishful thinking? Traditional approaches to sales forecasting rely on manual methods that are too slow, too limited in scope, too outdated, and, as a result, too inaccurate to be of any value for planning for the future.
But CFOs now have the opportunity to establish new standards for forecasting not only among finance teams but also in sales and other areas throughout their companies. In so doing, finance leaders can establish a culture of forecasting that replaces sandbagging with collaboration and continuous improvement.
During this Webcast, we will highlight how recent technological advances, most notably in predictive analytics, simulation, and machine learning, enable CFOs to refine their companies' approaches to sales forecasting to become more nimble, more collaborative, and, ultimately, more accurate over time. We will discuss:
- The primary organizational and technological limitations finance leaders typically encounter when putting together sales forecasts,
- Why finance leaders need external data sources, in addition to financial reports and other internal company data, to maintain a clear understanding of the drivers that influence sales performance,
- What new technological developments, particularly in simulation and machine learning, enable finance leaders to factor in external business drivers and employ scenario planning when preparing sales forecasts, and
- How CFOs can extend best practices in forecasting beyond the realm of finance to include sales and other areas of their companies.
About the Speakers
Greg Silverman, Founder and CEO, Concentric
Greg Silverman is an innovator, an entrepreneur, and the CEO of Concentric, a predictive analytics software company. For more than 25 years, Greg has spent his career finding innovative ways to use analytics to reduce business risk and enable companies to become more efficient at strategic decision making. Greg has held executive roles with leading companies, including Interbrand, PwC, and California Closets. He is the co-author of the book How Customers Behave: Turning Complexity into Strategic Advantage.
Vin Kumar, Associate Principal, Digital Finance and Global Business Services Advisory Program Leader, The Hackett Group
Vin has more than 25 years of international experience in business transformation, globalization, and digital operations in the U.S., Australia, India, Japan, and Singapore. His experience encompasses developing the strategy, vision, business case, and service delivery model for global business services and shared services organizations. He most recently served as the chief operating officer with the digital marketing company Brandify.
Matt Soderberg, Finance Operations Excellence Practice Leader, Deloitte Consulting
Matt is a Principal with Deloitte Consulting, where he focuses on large-scale finance transformation programs. As part of these large transformations, he's developed clients' vision for finance; optimized finance processes and organizations; implemented new capabilities such as advanced analytics, robotic process automation, and cognitive automation; and built and tracked business cases for finance transformation programs.
About the Moderator
Joe Fleischer, Editorial Director, Finance Channel, Argyle Executive Forum
In his role as finance channel editorial director with Argyle Executive Forum, Joe Fleischer focuses on developing virtual events on topics that reflect the primary concerns and priorities of senior finance executives. He is based in New York.