Sales forecasting

Based on quarterly and yearly marketing, sales and product plans, companies need to be able to forecast their sales for the quarter and year both to help forecast their financial performance, but also to be able to make hiring, product, R&D, etc. decisions.

Overview

Forecast next quarter’s/year’s sales based on the marketing, sales and product plan.

TARGET

Number of sales.

Challenge

To correctly model the sales based on marketing, sales and product plans, all of the sales data needs to be aggregated into total sales from the CRM and this needs to be tied into the existing marketing, sales and product plans active during that time. The more detailed this plan data, including the effectiveness of the prior plans needs to be aggregated. Finally, all this data needs to be cleaned, joined and transformed into valuable ML features before going into model training. This pre-modeling prep process can be frustrating and time consuming. We are here to help.

Modeling techniques and libraries

Sales prediction

Build machine learning models using standard techniques (from linear regression to more advanced machine learning algorithms) to predict sales. Using this model, forecast next quarters sales based on the plans from marketing, sales and product.

Package: 
  • Sklearn

Data features

# of Content Downloads
Marketing DB
Data Type
Continuous
Target
No
Yes
# of E-mails Opened
Marketing DB
Data Type
Continuous
Target
No
Yes
# of Phone Calls
Marketing DB
Data Type
Continuous
Target
No
Yes
# of Webinars Attended
Marketing DB
Data Type
Continuous
Target
No
Yes
# of Webinars Registered
Marketing DB
Data Type
Continuous
Target
No
Yes
# of in-person events attended
Marketing DB
Data Type
Continuous
Target
No
Yes
Campaign Cost
Marketing DB
Data Type
Continuous
Target
No
Yes
Campaign Dates
Marketing DB
Data Type
Date
Target
No
Yes
Campaign Type
Marketing DB
Data Type
Categorical
Target
No
Yes
Competitor Ad Volume
Competitive Marketing
Data Type
Continuous
Target
No
Yes
Competitor GRP
Competitive Marketing
Data Type
Continuous
Target
No
Yes
Converted to Sale
CRM
Data Type
Binary
Target
No
Yes

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