Sales Forecasting - Sales Performance Management SPM

Sales Forecasting & Target Management

Sales Forecasting & Target Management Module analyzes past sales data, market trends and campaign effects, enabling businesses to manage their sales processes more strategically and efficiently. It maximizes team performance by setting dynamic targets at regional, product and representative levels. It helps businesses adapt quickly to market conditions by predicting seasonality and demand changes.

It detects deviations by constantly comparing the actual sales with the determined targets and supports sustainable growth with revised targets.

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Sales Forecasting & Target Management Module

It analyzes sales data, takes past trends as a basis and makes future forecasts. It maximizes the performance of sales teams by optimizing regional and product-based target distribution.

Guessing

Impact Analysis

Quota Management

Market Management

Target Revisions

Performance Analysis

Data-Based Forecasting

IMS analyzes past sales data and market trends to create future sales forecasts. Data-driven forecasting algorithms help businesses set more realistic and applicable goals.

Features

Analyzes historical sales data
Evaluates market trends
Uses predictive algorithms
Makes goals realistic
Increases sales forecast accuracy

Analyzes past sales data
. Past sales data is examined on an annual, monthly and weekly basis. In line with this data, future demand forecasts are created and strategic planning is contributed to.

Evaluates market trends.
More accurate estimates are made by taking into account regional sales dynamics, sectoral developments and customer demands. Thus, market-appropriate and up-to-date targets can be determined.

Uses forecasting algorithms
to analyze past performance using machine learning and statistical modeling techniques, allowing for more robust future sales forecasts.

Makes goals realistic
The system enables the determination of achievable and sustainable sales goals based on the analyzed data. This increases the motivation of sales teams.

Increases sales forecast accuracy.
Thanks to data-driven forecasting, production, stock and marketing decisions become healthier. Thus, businesses achieve more efficient and sustainable growth.

Analysis of Seasonality and Campaign Effects

It enables more realistic planning of targets by analyzing seasonal fluctuations in sales and campaign effects. It helps to use resources more efficiently.

Features

Analyzes seasonal sales changes
Evaluates campaign effects
Provides strategic campaign management
Optimizes resource usage
Increases accuracy of sales forecasts

Analyzes seasonal sales changes.
Sales volume changes in different seasons are evaluated and seasonal demands are predicted. Strategic sales plans are created by taking into account holidays, weather conditions and sectoral seasonal effects.

Evaluates campaign effects
The impact of past campaigns on sales is examined to determine which campaign types are more successful. These analyses guide future campaigns.

Provides strategic campaign management.
By analyzing the timing and target audience of the campaigns, strategies are developed to maximize customer interest. Thus, sales growth is supported.

Optimizes resource usage.
Stock and production planning is done according to campaign periods and seasonal fluctuations. Thus, resource waste is prevented and costs are kept under control.

Increases the accuracy of sales forecasts
. Seasonality and campaign effects are integrated into forecasting models to obtain more realistic sales forecasts. This enables sales teams to reach their targets more easily.

Target & Quota Management

Sales processes are made more systematic by determining monthly, quarterly and annual targets according to sales representatives, regions or product groups. This system increases the motivation of field teams by ensuring that targets are revised based on performance. In addition, past sales data, market dynamics and competitive analysis are taken into account to ensure that targets are realistic and achievable.

Features

Sets monthly, quarterly and annual targets
Makes performance-based target revisions
Creates regional targets
Optimizes product-based quotas
Increases team motivation

Sets monthly, quarterly and annual targets
Targets are defined for different periods in accordance with the company's sales strategy. Thanks to these periodic targets, both short and long-term planning is carried out effectively.

It revises targets based on performance
. Targets are dynamically updated based on the performance analysis of sales representatives. Targets are revised in low-performing areas to increase accessibility.

Creates regional targets
Targets are determined by evaluating sales potentials according to geographical regions. In this way, each region works with fair and realistic targets that are suitable for its own conditions.

Optimizes product-based quotas
Quotas are defined according to the performance of product groups. More aggressive targets are set for products with high demand, while balance is achieved for products with low demand.

Increases team motivation
Realistic and achievable goals increase the sense of accomplishment of field teams. Motivation is supported and productivity increases thanks to the performance-based reward structure.

Market Management & Market Sourcing

It helps businesses identify growth opportunities by analyzing their current markets. It supports strategic planning processes by evaluating potential customer segments and market expansion areas.

Features

Identifying Market Source Data
Monthly & Average Market Creation
Regional & Product Based Market Analysis
Identification of Products to be Excluded from the Market
Market Updates & Revision Mechanism
Target Calculation Based on Market Source

Defining market source data
Market source is created using historical sales data, market shares and competition analysis. Data uploaded to the system via IMS raw data transfer determines the most appropriate market structure by taking into account regional trends and sectoral changes.

Monthly & average market creation
Monthly market calculations are made based on sales data for specific time periods. The market structure created with multi-month averages provides a more stable source that is free from periodic fluctuations.

Regional & product based market analysis
During the market management process, regional differences and product demands are analyzed in detail. Separate targets are determined for each product and region and more strategic growth plans are created.

Defining products to be excluded from the market
Products that should not be included in the analysis process are excluded from the system. In this way, market calculations are more accurate and evaluation is made only on the relevant products.

Market updates & revision mechanism
The market source is updated with new sales data obtained over time. This dynamic structure enables quick adaptation to changing market conditions and enables strategic decisions to be based on up-to-date data.

Target calculation based on market source
Product-based and region-based targets are systematically calculated in line with the defined market source. Thus, companies create more realistic and applicable targets.

Monthly & Annual Target Revisions

Targets are periodically revised, taking into account past sales data, market changes and competitive dynamics. Updating targets allows field teams to adapt to changing market conditions and continuously improve their performance. This process supports strategic decision-making mechanisms by preserving the dynamic structure of sales management.

Features

Data-Driven Update
Regional & Product Based Revision
Manual & Automatic Update Option
Past & Current Target Comparison
Integration of Seasonal & Campaign Effects
Target Deviation Analysis & Warning Mechanism

Data-based update
Target revision process is carried out based on IMS data and market analysis. The system automatically updates targets by taking into account actual sales and market size. In this way, businesses gain competitive advantage by quickly adapting to market conditions.

Regional & product based revision
More achievable targets are set for underperforming regions and products. Sales growth is supported by raising targets in high potential areas. Regional managers can update targets at the local level by analyzing field data.

Manual & automatic update option
The system creates automatic target suggestions based on the specified data. Managers can fine-tune targets by manual intervention if they wish. All updates are forwarded to sales teams with an approval mechanism.

Past & current target comparison
Newly determined targets are compared with past period data. Thanks to these comparisons, performance trends are analyzed and visualized with graphics, allowing management to make more informed decisions.

Integration of seasonal & campaign effects
Targets are updated by taking into account seasonal changes and the effects of past campaigns on sales. In this way, a realistic, demand-oriented and flexible target structure is created.

Target deviation analysis & warning mechanism
The differences between the actual sales and the determined targets are monitored. When there are critical deviations, the system gives a warning and informs the managers. This facilitates timely action.

Realized Sales Tracking & Target Comparison

It strengthens performance management by enabling instant monitoring of sales and comparison with set targets. It allows managers to take necessary actions by detecting deviations from sales targets. This process enables more effective strategic planning and optimization of field team performance.

Features

Tracking Instant Sales Data
Target & Actual Sales Comparison
Detection & Analysis of Deviations
Taking Necessary Actions
Real-Time Performance Measurement

Tracking instant sales data
The system provides managers with up-to-date performance information by tracking sales data instantly. With real-time data flow, field teams can see how close they are to their daily and instant targets.

Target & actual sales comparison
Performance analysis is performed by comparing actual sales data with the determined targets. Thus, businesses can make strategic decisions appropriate to market conditions by measuring target realization rates.

Detection & analysis of deviations
The system automatically detects deviations that exceed the specified threshold values. Possible risks and opportunities can be identified in advance thanks to regional, product-based or representative level analyses.

Taking necessary actions
In case of deviation from targets, automatic notifications are sent to managers to ensure rapid action is taken. Strategic changes can be made in areas where performance is decreasing and sales processes can be improved.

Real-time performance measurement
Thanks to instant data analytics, the performance of field teams and individual representatives is continuously monitored. Productivity increase is supported by ensuring dynamic management of sales processes.