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Sales Forecasting and Pipeline Management

Sales targets set without a disciplined forecasting process tend to be missed quietly until it is too late to react. This programme teaches sales managers and analysts to build realistic forecasts from pipeline data, spot early warning signs of a shortfall, and run the pipeline reviews that keep a South African sales team honest about what will actually close.

What you will be able to do

  • Build a sales forecast from weighted pipeline stages rather than gut feel.
  • Identify the early warning signs that a deal is stalling or at risk.
  • Run a structured pipeline review that holds salespeople accountable without micromanaging.
  • Reconcile bottom up sales forecasts with top down revenue targets.
  • Use historical conversion and cycle time data to sharpen forecast accuracy.
  • Communicate forecast confidence and risk clearly to senior management.

Course outline

  1. 01Why forecasts fail in practice
  2. 02Pipeline stages and weighting methods
  3. 03Building a bottom up forecast
  4. 04Reconciling forecasts with revenue targets
  5. 05Running effective pipeline review meetings
  6. 06Spotting stalled and at risk deals
  7. 07Using conversion and cycle time data
  8. 08Reporting forecasts to senior management

Who should attend

Sales managers, sales team leaders, business development managers and sales operations analysts responsible for revenue forecasting and pipeline discipline.

Dates, venues and fees

DatesVenueDaysFeeCalendar
17 to 18 Aug 2026Mozambique2US$1,100
24 to 25 Aug 2026Cairo2US$1,100
31 Aug to 1 Sep 2026Accra2US$1,100
7 to 8 Sep 2026Lusaka2US$1,100
14 to 15 Sep 2026Kigali2US$1,100
21 to 22 Sep 2026Nairobi2US$1,100
28 to 29 Sep 2026Durban2R10,000
5 to 6 Oct 2026Johannesburg2R10,000
19 to 20 Oct 2026Mauritius2US$1,100
26 to 27 Oct 2026Dubai2US$1,100
2 to 3 Nov 2026Lagos2US$1,100
9 to 10 Nov 2026Harare2US$1,100
16 to 17 Nov 2026Kampala2US$1,100
23 to 24 Nov 2026Dar es Salaam2US$1,100
30 Nov to 1 Dec 2026Pretoria2R10,000
7 to 8 Dec 2026Cape Town2R10,000
21 to 22 Dec 2026Online2US$900

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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