Can you break down your sales by product, market, or geographic region?.Here are some typical examples of assumptions: Also, give the reasoning behind each figure, so that other people can comment on whether it's realistic.
You can then get a feel for the impact it will have on your business. Wherever possible, put a figure against the change - as shown in the examples below. These factors - known as the sales forecast assumptions - form the basis of your forecast. Your sales assumptionsĮvery year is different so you need to list any changing circumstances that could significantly affect your sales. By knowing the volume, you can plan the necessary resources in areas such as production, storage and transport. Simply enter "new customer" on your forecast.ĭepending on your type of business, you may want to specify the volume of sales in the forecast - for example, how many 3.78-litre cans of paint you sell - as well as the value of sales. New businesses have to make assumptions based on market research and good judgement.Įvery business can also add in the new customers that it expects to attract without actually knowing who they are, or what they will buy. In the case of customers who account for a significant value of sales, you may want to ask them if they plan to change their purchase level in the foreseeable future. Do you know of any customers who are going to buy more - or less - from you next year? The starting point for your sales forecast is last year's sales.īefore you factor in a new product launch, or an economic trend, look at the level of sales for each customer last year.
How many new customers do you gain each year?.
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