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100+ Sales KPIs for Planning and Performance Management 

Accurate measurement is fundamental to effective sales planning, forecasting, and performance management. However, many organizations struggle to identify which sales KPIs truly drive insights and decisions. Tracking only top-line metrics like total revenue may overlook the underlying factors influencing outcomes, while monitoring too many fragmented data points often creates confusion instead of clarity. This guide […]

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The Demand Planner's Dilemma: Translating Optimistic Sales Plans to Realistic Demand Plans 

The sales team submits an ambitious new plan—targets are high, growth projections are bold, and the business is aligned around hitting “the number.” As a demand planner, this is where critical thinking begins. The challenge lies in translating those top-line aspirations into a demand forecast grounded in reality—one that enables operations, finance, and supply chain […]

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Sales Forecasting Methods 101, And Who Uses Them 

Accurate sales forecasting plays a critical role in financial planning, resource allocation, and business strategy. For finance, planning, and analytics professionals, the ability to anticipate future revenue helps inform budgeting, staffing, and inventory decisions—ultimately driving more confident, data-backed decision-making. At its core, sales forecasting is the practice of estimating future revenue based on historical data, […]

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3 Reasons Why Sales Sandbags Forecasts (and what FP&A can do about it) 

Sales sandbagging—the practice of deliberately underestimating revenue forecasts—continues to pose a challenge for finance, planning, and analytics teams. While often overlooked as a cultural or tactical norm within sales, its impact is far-reaching: distorted forecasts, inefficient budget allocations, and reduced trust in planning processes. For organizations relying on accurate data to drive strategic decisions, this […]

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Utilizing CRM data for Smarter Sales Planning 

Building accurate sales plans requires real-time insights grounded in current market activity, not outdated guesses. However, many teams still depend on manual data entry and disconnected systems, making it difficult to adapt to changing conditions. Customer Relationship Management (CRM) systems offer a significant, often underutilized advantage in this area. By capturing detailed information on customer […]

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Introduction to Sales Planning: Aligning Sales with Business Goals 

Effective sales planning is essential for aligning revenue targets with broader business objectives. Without a clear plan, sales teams risk focusing on short-term wins at the expense of long-term growth. A structured sales planning process helps organizations set realistic goals, allocate resources efficiently, and ensure sales activities are guided by data and strategy-not just intuition. […]

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