Five Tips To Improve Your Retail Sales Forecasting 

A retail business has a fair share of rewards and challenges. Consumer needs are rapidly changing, especially in this pandemic crisis. People want to get the most out of their money by spending on relevant things that can provide them great value. 

You should always prepare for the worst because you won’t likely hit sales in all seasons without a solid sales and marketing plan and continuous sales monitoring. Therefore, you want to predict your future sales by ensuring you have all the necessary tools and techniques to grow your retail business, including sales forecasting.

Sales forecasting shows the potential problems that impact sales quota to resolve them even before they arise. This information is vital in making the right strategies to prevent a drastic reduction in sales. Below are some tips to help improve your retail sales forecasting.

Hire A Financial Analyst 

Financial analysts study data to find great opportunities for investments and business decisions. They perform financial forecasting, operational metrics tracking, and reporting. In addition, a financial analyst analyzes results, conducts, variance analysis, recommend improvements, and identifies trends.

Here’s how a financial analyst can help you with retail sales forecasting:

  • Work closely with your accounting team for accurate financial reporting.
  • Evaluate your retail business’s financial performance by analyzing and comparing actual results with forecasts.
  • Establish and enforce policies and procedures for the cost analysis process.
  • Provide analysis of retail sales trends and forecasts.
  • A financial analyst can create financial models and prepare retail sales reviews.
  • Drive retail sales process improvements by creating reports, tools, and dashboards.

Are you interested in retail sales forecasting? You can navigate to this site to find out more about how to become a financial analyst.

Rely On Complete And Accurate Sales Data

Complete and accurate sales data can help you make the right business decisions to drive and predict your future sales. You’ll save money spent on ineffective decisions and tactics. Here are the important factors to consider to generate accurate sales reports:

Sales Technology: The sales technology platforms and tools you use play a crucial role in sales report accuracy. You can streamline and automate the sales process using the right tools for your team to have more time in selling. When choosing the right retail sales forecasting tools, it’s important to consider the ease of use, flexibility, integrations, and relevant features.

Sales and Marketing Alignment: Your teams affect your sales success. Ensure sales reporting accuracy by aligning your sales and marketing strategies with your company goals. 

Data Quality: Prospect and customer data enable you to identify potential buyers, create the right marketing messages, and convert prospects into paying customers. 

Know The Factors Impacting Your Sales Forecasts

Ensure consistency by monitoring the buyer’s journey across your sales funnel by knowing the important factors impacting your sales forecast. Here are some factors to consider in retail sales forecasting:

  • Consistent Tracking: There’s no forecasting model that works best for all retail businesses. But you can match this year’s retail sales to last year’s to empower your decision-making process. Track the numbers consistently such as the weighted average sales over a few months. Even if you don’t have a degree in statistics, consistent tracking and following an effective model can make your review a lot easier every year.
  • Business Elements: Consider all the business elements in your review. For instance, you need to include the purchasing department too aside from the sales and marketing team so you won’t run out of stock when your sales peak. Manage collaboration to ensure everyone participates and feels their voice is heard.
  • Techniques: Improve your retail sales forecasting by learning the right techniques. You can’t expect to perfect sales forecasting overnight. Sales analysts include monthly data in the forecast for the next 12 months. It should also include yearly data up to three years.

Use Machine Learning-Based Sales Prediction Technology

Forecasting retail sales is an essential and common use of machine learning. Applying this technology in retail sales forecasting can help you project future budgets and predict expected demands. 

Machine learning-based sales predication includes bid data analysis and artificial intelligence (AI). Big data means a high-volume amount of data, which is impossible for a human to interpret with mere mind thinking. There are different machine learning models to use to automate forecasting with accurate results and handle enormous sales data. 

Traditional sales forecasting involves manual work and handles a small amount of data, which is applicable for the long-term planning of established products and stable demand. On the other hand, machine learning forecasting models consider multiple variable sources that are suitable for planning new products and volatile demand scenarios.

Here’s a quick list of the benefits of using machine learning in retail sales forecasting:

  • Save time and effort in manual data gathering and computing 
  • Make sound business decisions fast and easy 
  • Predict retail sales with precision and accuracy

Involve Your Sales Representatives

Your sales team deal with your customers every day. Hence, they should have a voice in sales forecasting. Set a meeting regularly and hear what your sales reps have to say about your retail sales. 

Consider their suggestions on how to improve your sales. You can also ask them to get customers’ feedback every time to know their real feelings and thoughts about your products and services.

Here are the benefits of involving your sales reps in your retails sales forecasting:

  • Avoid making assumptions 
  • Get real customer feedback from your frontline workers 
  • Get insightful suggestions on how to improve your sales and marketing tactics 


You can improve your retail sales forecasting by having a financial analyst by your side who can help you understand the reasons behind your sales data. Understanding the factors that can affect your sales forecast can help you determine the right strategies you need to enforce or stop doing. It’s crucial to embrace the right technology to obtain accurate data. In addition, you won’t have sound retail sales predictions without the help of your sales reps, who are the frontline workers in your business.

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