The Ultimate Guide to Understand

Sales Forecasting

Presented by Kathleen Lupita Sari

Hey I’m,
Kathleen Lupita Sari

I am a,
● CURRENTLY | Area Sales Promotion Head at
Khong Guan Biscuit Indonesia
● 19 - 19 | Sales Manager at Coca – Cola Amatil
Indonesia
● 16 - 18 | Assistant Sales Manager at Coca – Cola
Amatil Indonesia

Kathleen Lupita Sari

What we’ll discuss?

● Understanding about the importance of sales forecasting

● Understanding the methods of sales forecasting
● Knowing the examples of sales forecasting
● Understanding how to implement sales forecasting to the business
● Get to know the tips and trick of sales forecasting
First of all,

What
is Sales
Forecasting?
The Outline

01 The Importance

● Improve decision
02
The Methods

● Historical Data
03
Implementati
on
● Taking inputs from
making ● Changes in Trend the team
● Reducing risks ● Future Opportunity ● Update the data
● Making benchmark ● Bottom up and Top ● Improve the method
● Aligning sales targets Down
and revenue
expectations
The Importance
 When you have already set the revenue
Improve the expectations, you can make better decisions
about:
Decision ● Manpower
● Stock
Making ● Sales Timeline
● Product Improvement
● Target setting
 Without sales forecast, the sales operational
will go without direction and prone to:
● Not meet the expectations
Reducing ● Overstock or out of stock
● Lost opportunity
Risks ● Ineffective sales execution
 With sales forecasting already implemented,
you can make a benchmark for:
● Future business projects
Benchmark ● Making business deals

for the Future

The Methods
Variables Checklist
● Historical Data
● Product Characteristics
● Operational Nature
● Changes in Trend
● Future Opportunity
 Top Down
Making forecast by using expectations

How much competitors earned?

What percentage can we take from the market share?
 Bottom Up
Making forecast by current status

How many workers we have to achieve the target?

How much the operational cost?
How many we sold last year/last month?
How many customers pay a visit and actually buy?
How much in average each person spends in the store?
 Value or Unit?

General Detailed
Suitable for big business with a lot of products More variables to consider
Profit oriented Plans for each product
Development oriented

The Big The

Idea Breakdown
Implementation
• Taking inputs from the team
• Update the data
• Improve the method
 ● Set your ideal expectation

Pro Tip #1 ● Adjust by comparing your resources vs

competitor’s
Vision is first.
Start from the top down and adjust with
bottom up approach for top
management/owner
 ● Keep making evaluation and adjustment to
achieve your initial vision

Pro Tip #2 ● Monitoring is the key to effective sales execution,

it’s easy to go off track once you miss this
Push towards your ideal expectation by
making constant efforts and monitoring ● Boost your sales with marketing efforts with
separate targets

● Make the timeline towards your ideal expectation

 ● Is your business efficient and profitable?

Pro Tip #3 ● Do you have extra budget to grow your business

even more?
If you’re a business owner, compare
your margin and expense ratio with
other businesses in same industry to
evaluate
Closing
THANK YOU
SPEAKER SLIDE DECKS
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LIVE DISCUSSION TIME!