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Forecasting
Sales seasonality
Regular within-year patterns in bookings — a Q4 surge, a summer slowdown, month-end spikes — that repeat and should be planned for, not explained away.
Owned by: Sales analystTest band: Sales analyst
In practice
Build the quota phasing and the forecast from the seasonal pattern in two or three years of history. A flat monthly target for a seasonal business is wrong most months.
The kind of thing the test asks
- Bookings in Q4 are usually 35% of the year. Setting each quarter's quota at 25% will…
More in forecasting
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