Apr 19

"Definition of Insanity" applied to Sales Forecasting - How to improve sales forecasting accuracy

Ziya Muhamedcani, President, Sales Institute Japan KK / Madison Company

About the Event

Getting the quarterly or annual sales forecast right has been an ongoing challenge for most sales organizations! Is your sales organization one of them? Did your organization experience any "forecast gaps" in the 2018 or more recently the Q1 2019 sales forecasts submitted by your sales reps? Did your sales organization submit accurate sales forecasts so your company's year-end or quarter-end sales activities proceeded without any undue last-minute drama... or not?

Fact is, numerous research results have consistently shown, sales personnel submit more inaccurate sales forecasts than ones that are accurate. Yet the same forecasting methodologies and tools are used over-and-over again despite the less than positive outcomes experienced by management. We constantly hear the sales forecast related buzz words such as pipeline management, win-loss ratios, deal integrity, understanding customer needs but what do these all mean in the context of inaccurate sales forecasts that are being submitted.

Why does this occur and what can be done to improve sales forecast accuracy thus generating increased revenue opportunities?

This lunch event presentation by Mr. Muhamedcani, who has observed, worked with and trained well over 10,000 field sales personnel over his 25+ years career in sales training in Japan, will provide what is critical to improve sales forecasting in Japan.

He will shed light into sales forecasting myths and fallacies, how sales forecasting has changed in the digital world, the financial impact - actual and hidden - of inaccurate sales forecasting, what is now expected from sales personnel and provide insight, ideas and tools that can be immediately implemented to boost sales forecast accuracy to positively impact your sales organization.

Mr. Muhamedcani will specifically break down:

  1. Differences between statistically-based and probability-based sales forecasting
  2. Why sales forecasts inaccuracies occur frequently in organizations
  3. What are the early and late warning signs of bad sales forecasts
  4. How to generate by-deal customer data transparency
  5. Activities, disciplines and tools to improve sales forecasting in your organization.

Mr. Ziya Muhamedcani is the Founder, President and Lead Trainer for Sales Institute Japan and the Madison Company. The companies founded by Mr. Muhamedcani are solely focused on sales force optimization achieved through sales consulting/ sales training activities and utilization of sales forcasting software. Mr. Muhamedcani, born in Kobe, is fluent in Japanese and English and has lived in Japan for over 30 years.

Speaker's Official Website:



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  • Cancellations after the registration deadline and no-shows will be charged in full.
  • Please inform us about dietary restrictions if any.
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