Weighted Moving Average Method Forecasting Example Paper

If you want happy customers and cash in your account, you need to get familiar with weighted average forecasting.

Similar to a weighted grade in your college English class, the weighted average formula is placing more “weight” on certain months and then averaging the usage with those weights taken into consideration.

Weighted Average Forecasting is a method that determines how much inventory to keep on hand based on an item’s past performance and an assigned “weight” or emphasis. The formula works well for items that regularly sell, with sales in at least 8 of the prior 12 periods. For products with regular, recurring usage, demand will likely increase or decrease in the same months year after year, giving demand planners a good idea of what they’ll need on hand.

Calculating the value of a weighted sales pipeline is straightforward. Multiply the value of each deal by the probability of closing to get a forecasted value. And sum up the forecasted values to get a weighted value of the overall pipeline.

For example, here’s the weighted revenue formula if you’ve got three deals in the sales pipeline.

Forecasted Revenue 1 = Deal 1 Value x Probability of Closing

Forecasted Revenue 2 = Deal 2 Value x Probability of Closing

Forecasted Revenue 3 = Deal 3 Value x Probability of Closing

Weighted Revenue = Forecasted Revenue 1 + Forecasted Revenue 2 +  Forecasted Revenue 3

You need to assign higher weights to proposals more likely to close in the weighted sales pipeline report.

But how do you assess which deal is more likely to close?

You can rely on the sales stages. How many sales stages has a lead passed through? The further a deal is in your pipeline, the more likely it’ll result in you closing the deal.

For instance, you can assign a 50% chance of deal closing if a deal is at stage four in your eight-stage sales process. Similarly, stage five will have a 63% chance.

But not all sales stages are equal. The difference between the prospecting stage and lead qualification stage is much smaller than the one between the lead qualification stage and the trial stage.

That’s why you need to define your own weights for each stage, depending on your sales data.

For example, say your CRM sales pipeline has the following deal stages: Weighted Moving Average Method Forecasting Example Paper

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Based on your data, you can assign the following percentages to each stage:

Let’s find out how these weights affect your sales pipeline revenue.

Assume you have the deals in five different sales pipeline stages: Weighted Moving Average Method Forecasting Example Paper

Let’s plug these values into the weighted revenue formula:

Forecasted Revenue 1 = $100,000 x 10% = $10,000

Forecasted Revenue 2 = $50,000 x 25% = $12,500

Forecasted Revenue 3 = $150,000 x 50% = $75,000

Forecasted Revenue 4 = $80,000 x 60% = $48,000

Forecasted Revenue 5 = $60,000 x 75% = $45,000

Weighted Revenue = $10,000 + $12,500 + $75,000 + $48,000 + $45,000 = $190,500

This means you can assume your sales team will make almost $175,500 in the near future.

You can also look at weighted revenue on a monthly or quarterly by going into your CRM and filtering the data by the expected close date.

For instance, say you filtered the data in the above example by quarter and got the following: Weighted Moving Average Method Forecasting Example Paper

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You can plug these values into the formula to get the quarterly estimated revenue:

Quarterly Weighted Revenue = ($30,000 x 10%) + ($10,000 x 25%) + ($50,000 x 50%) + ($20,000 x 60%) + ($5,000 x 75%) = $46,250

Please refer above steps for detailed explained answer for above question and ask for doubt Weighted Moving Average Method Forecasting Example Paper