Forecasting the future is always uncertain, but it is important for business owners to make credible, evidence-based sales projections in order to plan their business strategy.

This factsheet outlines the importance of sales forecasting and the factors to consider when trying to forecast future sales. It explains how to prepare a forecast and suggests how pricing strategies can impact on the forecast. It also provides a checklist on how to avoid pitfalls when forecasting and contains hints and tips and sources of further information.