Mid-Year Forecasting Course

May 16 - June 6th | Virtual | Enroll by May 15th
Thursdays 1:00 PM - 2:30 PM ET
Open to Associate & Executive Members

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Overview

You spent a large amount of time on your annual planning in Q4, and now, it is mid-year, and the word “re-forecast” has been thrown around. In this 4-week course, we will discuss best practices and tactical execution of mid-year re-forecast. After this course you should be able to seamlessly drive the conversation and be equipped with the methodologies to accurately predict the rest of the calendar year.

Designer

Stephanie Valenti has 15+ years of experience building and leading B2B sales organizations and operational departments from 50 to 500+ team members across the U.S., Australia, and Europe holding roles such as SVP of Global Sales, Chief Operating Officer and Chief Revenue Officer.

Curriculum

Session #1:
2024 Annual Forecast Review

The Annual Planning session was completed, but for some reason, your forecast didn’t accurately predict the business trends. In this session, we will review the ideal steps in building an Annual Forecast, common mistakes during these planning sessions, and baseline knowledge for upcoming sessions.

In this session, you will learn:

Why annual revenue planning accuracy is important
The ideal steps to take during annual planning
Common mistakes

Session #2:
Evaluating Different Methodologies

New Business revenue predictability is a common place to make some massive mistakes and every business has a different equation for calculating existing business based on their revenue model. In this session, we will review different methodologies and learn why some are better than others.

In this session, you will learn:

Multiple quantitative forecasting methodologies for re-forecasting
Why it is important to use multiple methods
How to use historical data to continue to hone your inputs

Session #3:
Qualitative Importance

Time to get out of the spreadsheet and CRM and start looking at the qualitative approach to adjusting your forecast. Re-forecasting is a blend of art and science. In this session, we will focus on what other factors you should consider outside of your math and how to approach the qualitative insights with your counterparts at the executive table.

In this session, you will learn:

Qualitative approaches to re-forecasting
Stories from leaders who forgot this step and the impact
How to approach the conversation at the executive table

Session #4:
Alignment, Tracking, and Deployment

In our final session, you will learn how to pull all of the re-forecast planning processes together and gain alignment across the organization. Taking all of your assumptions, learn best practices on what and how to track. Once aligned, it is now time to deploy!

In this session, you will learn:

Questions to ask your counterparts before signing off on the number
How to roll out the re-forecast plan to the team
What to track to ensure the executive team is communicating for success

Frequently Asked Questions

: This course is included in the cost of a Pavilion Membership.
: At this time, this course is open to Pavilion Members only. Apply to join Pavilion to enroll.
: This course starts on May 16th, and lasts 4 weeks.
: Enroll by May 15th.
: Session occur on Thursdays from 1:00 PM - 2:30 PM ET.

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