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Sales Forecasting in Excel for Management Consultants

Sales Forecasting in Excel for Management Consultants

Sales Forecasting in Excel for Management Consultants Practical guide how to do basic sales forecasting models in Excel with case studies & real-life examples

What you'll learn

  • Identify main drivers for specific business models
  • Translate the drivers into a basic sales forecast models
  • Create the sales forecast models in Excel
  • Create simple simulations & sensitivity analysis


  • Basic or intermediate Excel
  • Basic knowledge of economics
  • Basic Math


What is the aim of this course?

During many consulting projects, you may be asked to forecast the sales of the firm or check sales forecast models done by the customer. Sales forecasting requires a specific approach to data and also a lot of creative, out of box thinking, to address the issue of insufficient data and the changing environment. In this course, I will teach you how to do fast and efficiently basic sales forecast models in Excel. We will create relatively simple sales forecasts. Nevertheless, they will significantly help your customer define strategy, and decide whether he should open a new factory, enter a new field, buy a business. We will NOT get into complicated models, forecasts as in most cases you will have neither time nor data to do them. It would also require a wider knowledge of mathematics, statistics, econometrics, and usage of more advanced tools than Excel. The things you will learn in this course will be sufficient in 70% of the cases and can be done with the knowledge of basic Math. Such basic sales forecasts are especially important during Strategy projects, M&A projects, and business development projects. In such projects, you want to get fast rough sales forecasts using simple methods. A similar approach as we will show in this course can be used as the starting point for budgeting models.

In the course you will learn the following things:

  • The essential concepts in sales forecasting and the main tools that you may need.
  • How to forecast sales in Excel using simple methods fast and efficiently
  • What drivers of sales you should take into account for selected industries. We will look at different cases studies to see how you can move from drivers to a working model in Excel

This course is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. On the basis of what you will find in this course, I have trained in person over 100 consultants, business analysts, and managers who now are Partners in PE and VC funds, Investment Directors and Business Analysts in PE and VC, Operational Directors, COO, CRO, CEO, Directors in Consulting Companies, Board Members, etc. On top of that my courses on Udemy were already taken by more than 85 000 students including people working in McKinsey, EY, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.

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