Sales Rubric for Forecast Accuracy

The purpose of this rubric is to assess and improve the accuracy of sales forecasts, enabling better decision-making and resource allocation.

Rating Scale

RATING	REMARK	INDICATION
1	Poor	Significant discrepancies between forecasted and actual results, little to no accuracy.
2	Below Average	Some discrepancies between forecasted and actual results, below-average accuracy.
3	Satisfactory	Moderate discrepancies between forecasted and actual results, with generally accurate forecasts.
4	Good	Minor discrepancies between forecasted and actual results, demonstrating good accuracy.
5	Excellent	Forecasted results closely match actual results, demonstrating exceptional accuracy.

Criteria for Assessment

Data Analysis (1-5):

• 1: Lacks thorough analysis of historical data and market trends.

• 5: Demonstrates a deep understanding of historical data and market trends.

Forecasting Methodology (1-5):

• 1: Utilizes unreliable methods or lacks a consistent methodology.

• 5: Employs advanced forecasting methods and maintains a consistent approach.

Forecast Period (1-5):

• 1: Frequently makes forecasts for unrealistic time frames.

• 5: Consistently predicts accurately within appropriate timeframes.

Quantitative Accuracy (1-5):

• 1: Frequently misses sales targets by a significant margin.

• 5: Consistently hits or surpasses sales targets with minimal deviation.

Qualitative Accuracy (1-5):

• 1: Little understanding of customer behavior and preferences.

• 5: Demonstrates an in-depth understanding of customer behavior and preferences, leading to more accurate forecasts.

Communication and Collaboration (1-5):

• 1: Poorly communicates forecast adjustments and rarely collaborates with relevant teams.

• 5: Communicates forecast changes effectively and actively collaborates with cross-functional teams.

Consistency (1-5):

• 1: Forecast accuracy is inconsistent and unreliable.

• 5: Maintains a consistent track record of forecast accuracy over time.

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