The Sales History Podcast What History Got Right: Sales Forecasting
Jul 6, 2022
Sales forecasting has a rich history, revealing that many challenges faced today mirror those from a century ago. The discussion highlights how early sales processes centered on buyer behavior, unlike modern seller-focused methods. A critique of the AIDA model shows its potential to improve accuracy in forecasting by realigning focus on the buyer's journey. The talk encourages rethinking current CRM practices to foster sales performance by integrating this buyer-centric framework.
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Early Sales Forecasting Focus
- Sales forecasting was not a struggle for early 1900s sales leaders despite lack of CRM or modern tools.
- Their forecasting focused on buyer behavior, unlike today's seller activity-based approaches.
AIDA Guided Buyer-Focused Forecasting
- The AIDA model (Attention, Interest, Desire, Action) was the foundational sales process for 1900-1940s sales.
- Forecasting was based on understanding buyer stages, not seller actions.
Forecasts Based On Buyer Behavior
- Early sales processes recognized buyer states and behavior systematically using AIDA stages.
- Forecast predictions depended on where buyers were in their journey, not on seller activities.
