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TV Expert Interviews / Sales Management / Sep 18, 2022 / Posted by Art Harding / 23

Sales Forecasting is Dead (video)


In this expert insight interview, Art Harding discusses “The needs and applications of sales forecasting.” Art Harding is’s Chief Operating Officer, the highest position in the Operations department, so he has a say in how the Operations department works. The average employee in the Operations department said that a typical 8-hour day is fast-paced and challenging and that they are happy with balancing work and life. People who work in the Operations department of care about the company’s goals.

This Expert insight Interview Discusses:

  • Importance of forecasting sales future 
  • How may forecasting alter digital transformation?
  • Why is forecasting drifting towards the Dinosaur Road?

Need for sales forecasting

People who are business owners and have partners in their long-term business understand the value of sales forecasting to determine the future of their business. The forecast provides efficacy, style, identity and qualified sales structure to decide the future of business, and the sellers depend upon the forecasting results. Forecasting should move with Technology to reduce mistakes and increase the efficiency of the sales forecasting method and stages. 

Use Technology to amplify your process.

Whenever you look for any art or science, a specific process needs to be followed to get the desired outputs. It is not about the results; you must pay attention to the process you need to follow to achieve the targets. Technology is a big buzzword in the market that evaluates and maintains the process lifecycle according to the market. Technology helps in qualifying the data while quarterly adjustments amplify operators. 

People may follow digital transformation, but people do not understand it appropriately. Digital transformation is not about Technology; it is thought of reimagining a business and executing the process using Technology. The data can help us know the methods, reasons, and future needs to use those methods. 

Digital Transformation for future business

Technology can help us in making your work faster with a high yield. It increases the sales capacity and sales productivity. Technology can be a bit faster, simpler and easier to perform the tasks of sales forecasting. This is the biggest rumor that Technology will displace humans. However, this is not the case. Technology makes us capable of increasing our performance. This also increases your responsibilities so that your client has higher expectations and thinks you may provide the service faster. The crux of digital transformation and Technology is that it gives you a new scale with a better community and customer engagement. 

Forecast into modernized sales and marketing

People who forecast your business’s sales use different tools and log in to different platforms to collect the data. Rather than doing it manually, people trust Technology that may stack up your room. 

Digital transformation provides better integration with the different departments working on the same process. Digital transformation provides you with more capabilities, responsibilities, and customer satisfaction. 

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Art Harding brings over 20 years of hands-on operations experience at B2B companies and most recently served as SVP, GTM Strategy & Operations at New Relic, Inc. Art held a variety of roles across services, sales, and operations driving business growth to $1B in annual revenue at enterprise companies such as VERITAS / Symantec, VMware, and Riverbed. Harding will lead all business operations at


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