Sales forecast and target planner

What the sales forecast and target planner does

A forecast turns last year's experience into next year's plan. Enter last year's sales for each month and a growth rate, and the planner works out the forecast, lets you set a target for each month, records the actual as it happens and shows the variance against target and the totals for the year.

Who it is for

Owners and sales managers setting budgets and targets, and accountants preparing the sales line of a budget for the year.

How to use the workbook

1. Enter last year's sales for each month.
2. Type the growth rate you expect for each month.
3. Set your target for each month, which may differ from the forecast.
4. Enter actual sales as the year goes on and read the variance.
5. Save a copy under a new name for each month or year, so earlier records stay as they were.

What is inside

• Last year, forecast, target and actual by month
• Growth rate for each month
• Variance of actual against target
• Totals for the year
• Twelve months on one page

The workbook has these sheets: Instructions, Forecast. The main table has the columns Month; Last year actual; Growth; Forecast; Target; Actual; Variance against target. Yellow cells are for you to fill in and grey cells calculate by themselves, so leave the grey cells alone. The example rows show how it works; type over them with your own entries.

Tips for getting it right

• Look at seasonality: Christmas, school terms and harvests move sales.
• Set targets a little above the forecast to stretch the team.
• Revisit the forecast after the first quarter.
• Explain big variances in a note.

Why keep this record

Running a business on memory works until it grows. Writing the numbers down turns opinions into facts you can compare month to month, and shows early which products, customers or costs deserve attention. Even a simple workbook, used every week, usually beats a sophisticated one that is opened once a year.

Questions people ask

Do I need to know Excel formulas? No. Type into the yellow cells and the rest is worked out for you. The formulas are visible if you want to see how a figure is reached.

Can I add rows or change the layout? You can add your own columns to the right and your own notes. If you insert rows inside a table, copy the grey formula cells down so the new rows calculate too.

Will it work on my phone or in Google Sheets? Yes for viewing and typing, but dropdown lists and the charts look best in desktop Excel or LibreOffice.

Keeping it safe and up to date

A plan is only as good as the numbers you put in. Start with honest estimates, update the workbook as real figures arrive, and compare the two so your next estimate is better. Save a dated copy each month so you can see how your thinking changed.

Read how to build a cash flow forecast for the wider picture. See more business templates or ask us for a custom one.

The workbook works in Microsoft Excel, LibreOffice and Google Sheets. It is a tool to help you work out and record figures, not tax, legal or accounting advice, and it is not affiliated with the Kenya Revenue Authority. If something does not work as described, contact us and we will put it right.

Related guides, calculators and templates

• Guide: How to build a 12-month cash flow forecast for a small business
• Guide: How to price your products and services: markup, margin and break-even
• Guide: Turnover tax for small businesses in Kenya: rate, limits and when to use it
• Another template: 12-month cash flow forecast
• Another template: Break-even and pricing calculator
• Another template: Budget versus actual tracker

Need something different? Request a custom template, browse all guides or see every Excel template.