The Mastering the Sales Forecast course provides insight into how to produce a reliable, accurate sales forecast period after period.
The instructor explains the relationship between the sales funnel and the sales forecast and why an accurate funnel helps produce an accurate forecast. He describes what is necessary to have an accurate sales funnel including regular ‘Funnel Audits’. Finally, the author gives CFOs and finance leaders specific ways to be involved in and exercise leadership in the sales forecast and funnel process.
Prerequisites
Prerequisite: Exposure to corporate finance
Advanced Preparation: None
Learning Objective
- Identify why an accurate sales funnel is necessary to have an accurate sales forecast
- Identify why regularly scheduled funnel inspections are needed to keep the funnel data accurate
- Identify the 3 things to convert an accurate sales funnel into an accurate sales forecast
- Identify the role that CRM plays in a sales forecasting process
- Identify 5 ways CFOs and finance leaders can be involved in the company’s sales funnel and sales forecast process
- Identify 4 ways to collaborate with sales leaders in the sales forecasting process
Last updated/reviewed: July 13, 2025
(37) Reviews
(8 rating)
It was packed with detailed information with great structure!
I like to read the slide decks in the pdf format. The pdfs for this course were not sufficient to learn the content.
Great information about useful tools. Didn't know there were so many plugins available
Very interesting course! ..................................................................
Good, pragmatic tips for customer communication.
Terrible quiz questions....wrong tenses and unprofessional grammar (E.g. "little white lies" and "cut it"). Also, thanks for the interesting but totally irrelevant adrenal system questions.
Excellent refresher course and reference for future use. Instructor and materials are also excellent.
As professional finance and strategy, I have had the opportunity to deal with FCPA Compliance issues in over 30 countries. The course is good in covering the compliance every company must address daily.
Very simple and effective. Learned so much that I took for granted. Your approach in using simple examples to focus on the feature and function is very practical.
Good to understand basic concepts, like economics textbook.
Solid program with a good template / model to utilize.
A good course and easy to understand, organizations should focus on continous improvement.
Good content. Some exam questions need to be written better.
I appreciate all of the practice. Lot's of problems help to develop proficiency at speed.
This course was really interesting because I learned about some of the new things I can do with 365. Definitely recommended. However, digging into the differences between various versions of Excel is not too interesting.
Very well done explaining job costs. I have been in manufacturing for 30+ years and highly recommend this to anyone just entering this sector.
good Course. I recommend all treasury managers in company to go through this course
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Very concise and to the point information.
Course had nothing to do with the title
Good course!
Thank you for the valuable course.
Great course!
Very good course with detailed guidelines.
Easy to follow on a complex topic!
Excellent presentation.
l like learn about this course and subject We will follow full courses for an intense love thank you very much
Like - mapping product on product lifecycle Dislike - Other tools & Framework => Too Generic and unclear People who worked with products and wanted some ideas on how to look at their product range will benefit from this course. However, more detailed information will need to go to original source.
Excellent description of the key relationship between funnel and forecast. Very consistent with my experience working with sales teams and executives.
Easy learning and well explained.Worth learning.
Had some good tips. Would be better for me as a webpage I could read at my own pace than as a video.
Loads of great information and useful models that you can apply in virtually any company. Very practical and really like the model frameworks.
Every company out there should make the effort to do a Fraud Assessment as it is not a matter of IF Fraud will happen at your company - but when (or has it already happened?). Lynn provided a great background on what companies should do to get the ball rolling.
Great course and very relevant to email / org / management of time
Great content and the slides were put together well. I would just suggest that the speaker speak faster. There were way to many long pauses and I feel like a lot more information could have been fit into the 1 hour.
Excellent summary of how Angles think and what motivates them to act
Very good, very basic overview. Blair provides an excellent introduction to the topic that helps make the "accounting-speak" jargon more transparent, so that newbies can understand better what they are looking at, and can be more productive.
Lesson Questions and Answers0 Questions
INTRODUCTION AND OVERVIEW
Part 1
- Role of Senior Finance Executives in Sales Forecasting 6:16
- What is a Sales Funnel? 11:51
- Purpose and Characteristics of the Sales Funnel 12:46
Part 2
Part 3
CONCLUSION
SUPPORTING MATERIALS
REVIEW & TEST
- REVIEW QUESTIONS quiz
- FINAL EXAM exam
Ask the instructor a question about this lesson