Figure 118 Oct 2026From “What is sales forecasting?”

How often planners adjusted the system forecast

Planners at three manufacturers adjusted between 63% and 91% of system forecasts; at a retailer forecasting weekly, 10% to 14%.

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Figure 1How often planners adjusted the system forecast

Source: Fildes, Goodwin, Lawrence and Nikolopoulos (2009), Table 1, p. 8: 68,984 complete triples of system forecast, final forecast and actual from three manufacturers forecasting monthly and one retailer forecasting weekly for two product groups, 2003 to 2005; 21% of forecasts adjusted overall. Demand forecasts at SKU level.

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From the essay

Revenue operations & AI

What is sales forecasting?

Sales forecasting estimates what will sell, for a named unit and period, before the actual is known. It is not the target, and it needs a baseline.

18 Oct 2026

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APA 7

Isoglu, S. (2026). How often planners adjusted the system forecast [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-sales-forecasting-fig01/

BibTeX

@misc{isoglu-2026-what-is-sales-forecasting-fig01,
  author = {Isoglu, Sinan},
  title = {{How often planners adjusted the system forecast}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-sales-forecasting-fig01/},
  note = {From the essay {What is sales forecasting?}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-sales-forecasting-fig01/">
    <img src="https://isoglu.com/social/isoglu-2026-what-is-sales-forecasting-fig01.png" alt="Figure 1: How often planners adjusted the system forecast" width="3200" height="2400">
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  <figcaption>Figure 1: How often planners adjusted the system forecast. Source: Fildes, Goodwin, Lawrence and Nikolopoulos (2009), Table 1, p. 8: 68,984 complete triples of system forecast, final forecast and actual from three manufacturers forecasting monthly and one retailer forecasting weekly for two product groups, 2003 to 2005; 21% of forecasts adjusted overall. Demand forecasts at SKU level. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-sales-forecasting-fig01/">View exhibit</a>.</figcaption>
</figure>