Sales Quota Accuracy and Forecasting

Mark Blessington

Foresight: The International Journal of Applied Forecasting, 2016, issue 40, 44-49

Abstract: Sales-forecasting authority Mark Blessington examines an often overlooked topic in this field: the efficacy of different approaches used by companies to set sales quotas. He compares (a) annual versus quarterly quota-setting accuracy and (b) the use of exponential smoothing versus traditional quota-setting methods. Mark's findings shed new perspectives on quota-setting policies. Copyright International Institute of Forecasters, 2016

Date: 2016
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Persistent link: https://EconPapers.repec.org/RePEc:for:ijafaa:y:2016:i:40:p:44-49

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