CFOs Need to Play a Key Role in Sales Forecasting

Salespeople can be notorious for making overly optimistic sales forecasts that can result in a number of negative outcomes for the company.  CFOs need to play a key role in the sales forecast process to ensure that the methodologies and disciplines lead to sales forecasts that enable timely and value-add decision making. The CFO who partners with the sales leader to implement sound sales forecasting disciplines adds value across the company.

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