It is about this time of the year when many banks make a last-minute set of changes in order to make their budgetary goals. Most of these changes will be too late as, like a supertanker, bank production turns slow. Because of training time and the sales cycle, impacting production normally takes a minimum of 3 to 4 months. While we will be covering some last minute tactics to put on some loans and deposits in a hurry in future issues, today we cover the art of bank sales forecasting. Through proper forecasting, banks can hopefully create more lead time to make changes.