Analysis and Forecasting of Sales Funnels

Egor Griva, Irina Butorina, Anatoly Sidorov and Pavel Senchenko ()
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Egor Griva: Department of Data Processing Automation, Tomsk State University of Control Systems and Radioelectronics, 634050 Tomsk, Russia
Irina Butorina: Department of Data Processing Automation, Tomsk State University of Control Systems and Radioelectronics, 634050 Tomsk, Russia
Anatoly Sidorov: Department of Data Processing Automation, Tomsk State University of Control Systems and Radioelectronics, 634050 Tomsk, Russia
Pavel Senchenko: Department of Data Processing Automation, Tomsk State University of Control Systems and Radioelectronics, 634050 Tomsk, Russia

Mathematics, 2022, vol. 11, issue 1, 1-22

Abstract: This article discusses the use of analysis and forecasting methods for sales funnels to help further decision-making. A number of objective and subjective factors preventing the wide use of various sales funnel forecasting methods are described. It has been substantiated that due to a large number of external and internal factors, perfect forecasting results cannot be obtained. It has been proved that the most accurate and suitable methods for the forecasting of sales funnels are the methods included in the group of time series forecasting methods. Recommendations have been developed to improve some of the methods that significantly increase the accuracy of the forecasted data. Using the data received from different organizations, it was possible to empirically verify the accuracy of the forecast values. The obtained results of analysis and forecasting were used for testing the methods of searching the optimal scenarios of achieving the forecast indicators.

Keywords: sales funnel; forecasting; decision support; optimization methods (search for similar items in EconPapers)
JEL-codes: C (search for similar items in EconPapers)
Date: 2022
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