Enhanced Sales Management: Using Digital Forecasting

Methods and Uses of Automated Forecasts
  • Thorsten Lips


This contribution is concerned with sales management based on digital forecasts. Estimating complex developments in companies is often characterized as an elaborate task. But as a result of digitization, there are new approaches for compiling automated and precise forecasts. The described approach in this contribution focuses on “Big Data” and “Advanced Analytics.” Outlined application examples underline the practicality of new algorithm forecasts with a higher quality, even though every company has specific requirements that must be considered.


Advanced Analytics Algorithm forecast Automated models Big Data Digital forecast Digitization 


  1. Brynjolfsson E, McAfee A (2014) The Second Machine Age: Wie die nächste digitale Revolution unser aller Leben verändern wird. Plassen, KulmbachGoogle Scholar
  2. Mertens P, Rässler S (2012) Prognoserechnung. Physica-Verlag, HeidelbergCrossRefGoogle Scholar

Copyright information

© Springer Nature Switzerland AG 2019

Authors and Affiliations

  • Thorsten Lips
    • 1
  1. 1.Strategy, Innovation & Sales, Horváth & PartnersDüsseldorfGermany

Personalised recommendations