The Hidden Math Between Market and Sales Development: Visibility and Conversion Rate Connect It All

The book describes the mathematical relationships between the growth rate of the market and the sales growth of a company. While the lifetime value of new projects is often used to forecast the future sales development of a company, this book goes one level deeper. It describes a way of deriving expected turnover directly from market growth. In order to derive the expected revenue from market growth, it is important to know how many new projects there are on the market in total (measured by their value) and what percentage of them are known to us (''visibility''). Both can be calculated using the equations presented, which provide the mathematical framework for understanding the relationships. The human factor plays an important role between the market and sales. Analysing or planning sales development with the approach presented here can open up new perspectives on current sales, but also provide a deeper insight into market development in general or in specific market segments. It gives us a consistent picture of the market and our current and future position in the market. The book is aimed at anyone working in the fields of marketing, sales, sales planning, market analysis or business development. It can also be very helpful for companies planning to enter new markets or working on their medium-term strategy.