Sench Johansson

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Sales Forecasting Expert

Sench Johansson Quick Facts

Main Areas: Sales Forecasting, Demand Planning, S&OP
Career Focus: Speaker
Affiliation: Companies

I'm about business planning and sales forecasting. I teach starting a business and business planning. I taught starting a business at the University of Oregon for 11 years. I do a SCORE workshop on business planning every quarter; and I am now doing guest teaching with two small business development centers. I am working also at Demand Planning LLC as a demand forecasting trainer and consultant.

Articles by this expert

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Article

How to Measure The Accuracy of a Sales Forecast

If you are a CEO or a VP of Sales, it is extremely important for you to know how to measure the accuracy of your sales and demand forecasts. The forecast processes most often used by companies today, as a fact, results in higher inventories, longer customer order lead times, and good customer delivery performance. However, not all salespeople are successful in measuring the accuracy of a sales forecast. In this article we will discuss how to assess the accuracy of your forecast, how to compare forecasts, calculate and show mean absolute error and how to calculate MAPE.

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