Sales forecasting KPIs

Here are the main KPIs for the Sales Forecasting.  They are part of the Sales Forecasting Dashboard or Balanced Scorecard.

Please see the following table.

-> Recommended bibliography about sales forecasting KPIs

Activity Subject Calculation
Weekly operational follow-up Reliability Number of corrected forecasts groups ÷ Number of to be corrected forecasts groups
Forecasts vs actual sales Total of differences between forecast and actual sales ÷ total of actual sales
Forecasts vs actual sales for fast movers Total actual sales for items with more than y % difference between forecast and actual sale > x units ÷ Total of sales for item with sales > x units
Reliability at item level Forecast difference on fast movers ÷ Actual sales on items with at least one sale
Items activity Number of items with at least 1 sale ÷ Total number of items
Part of total sales represents by fast movers items Total sales for items with > x units sold ÷ total sales of items with at least one sale
Part of total items represents by fast movers and high forecast error level Number of items with more than y % difference between forecast and actual sales > x units) ÷ Total Number of items
Part of the actual sale represents by fast movers and high forecast error level Actual sales for items with more than y % difference between forecast and actual sales > x units ÷ Total actual sales
Number of forecast groups of SKUs
Week forecasts accuracy Sales with correct forecast ÷ Total sales of week W-1
Sales with correct forecast ÷ Total sales of week W
Weekly Dashboard Difference between one week and another Difference between actual and forecasted sales evolution
Over forecast (difference + z %) Number of items with over forecast ÷ total number of items with at least one sale
Low forecast (difference – z %) Number of items with low forecast ÷ total number of items with at least one sale
Correct forecast (difference within +/- z %) Number of items with correct forecast ÷ total number of items with at least one sale
Monthly Dashboard Monthly evolution of forecast reliability at the end of forecast horizon Difference between the forecast calculated in the past for the end of horizon and the actual sales realized during this period


Recommended bibliography