Sales Forecasting and Pipeline Management
Sales forecasts are routinely wrong because pipeline stages reflect optimism rather than evidence. This course covers how to define stages by buyer behaviour, qualify honestly and forecast in a way management can actually plan against.
Course outline
What this programme covers, module by module.
- 01Why sales forecasts are usually wrong
- 02Defining pipeline stages by buyer evidence
- 03Qualification frameworks and disqualifying early
- 04Forecasting methods and matching them to the sales cycle
- 05Pipeline health: coverage, velocity, conversion and age
- 06Running a forecast review that gets the truth
- 07Tracking accuracy and improving it
What you will gain
- Define pipeline stages by evidence rather than optimism
- Qualify opportunities honestly and disqualify early
- Forecast using methods suited to your sales cycle
- Diagnose pipeline health beyond total value
- Run forecast reviews that surface the truth
- Improve forecast accuracy over time
Who should attend
- Sales managers and directors
- Sales operations analysts
- Account managers and sales staff
- Finance staff relying on sales forecasts
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 27 to 29 Oct 2026 | Dubai | 3 Days | US$1,500 | |
| 16 to 18 Nov 2026 | Pretoria | 3 Days | R13,000 | |
| 7 to 9 Dec 2026 | Durban | 3 Days | R13,000 | |
| 11 to 13 Jan 2027 | Cape Town | 3 Days | R13,000 | |
| 22 to 24 Feb 2027 | Johannesburg | 3 Days | R13,000 | |
| 10 to 12 May 2027 | London | 3 Days | US$1,500 | |
| 6 to 8 Jul 2027 | Dubai | 3 Days | US$1,500 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R13,000 per delegate
- Duration
- 3 Days
- Field
- Sales, Marketing & Customer Service
- Formats
- In-house, public, online
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