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History of the Numbers
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When looking at the history of the numbers, you should firstly look for patterns and then project patterns. Patterns could include:
- The company is expanding.
- The company is in decline.
- The company is seasonal.
- Sales trends.
- Sales cycles.
When projecting patterns, it is important to take note of all the factors that could impact on the existing pattern. For example, an organisation in an expanding pattern might not necessarily continue to expand as it could be reaching its peak and be on the verge of decline. Another example would be a company in decline that has just stepped up its marketing budget and is now on the verge of expansion. Some organisations’ patterns might remain the same.