The Ultimate Guide to Sales and Operations Planning
Sales and Operations Planning is a complex process. Learn about all aspects of it and how you can launch and run an effective program at your organization.... Read More...
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SALES
Working with the Sales Sharks in Demand Planning
In many companies there often appears to be a difficult relationship between the sales and demand planning teams when it comes to the plan numbers. While some tension between these teams is inevitable, it seems to me that perhaps we are viewing t... Read More...
Sales Vs Supply Chain: Where Should Planning Reside?
A while back I had the chance to switch from a demand planning role reporting to Sales, to a demand planning role reporting to Operations. I didn't know it at the time, but that question has been debated for a long time in our field: where should... Read More...
Earning The Trust Of Sales To Improve Forecasting Inputs
To build a collaborative forecast, you need more than just Marketing, Finance and Supply Chain; you must have Sales involved in the process. They add customer level insights, market intelligence, and real time information that is often not availa... Read More...
Here’s What Happened When We Fired Sales From The Forecasting Process
A few years back we decided to totally change the way we created forecasts and did something radical - we fired Sales from generating the monthly forecast. The result was more collaboration, less time creating plans, and improved forecast accurac... Read More...
U.S. COMPANIES ANTICIPATE A 40% FALL IN SALES OVER THE NEXT 3 MONTHS
IBF NEWS REPORT: U.S. COMPANIES ANTICIPATE A 40% FALL IN SALES OVER THE NEXT 3 MONTHS AS THEY BRACE FOR ‘THE NEW NORMAL’
Companies Face Triple Threat of Plummeting Demand, Unprecedented Supply Chain Disruption, & Shift in Consumer Spending Habit... Read More...
How Do I Calculate Lost Sales From A Stockout?
Q: Thanks for the Wonderful Book "Fundamentals of Demand Planning & Forecasting". Is there any best proven and Industry accepted model/algorithm to calculate sales loss? For example, the actual sale duration for an item is from 7 am to 10.30 pm e... Read More...
The Right Way To Manage Sales Teams In The Forecasting Process
I have never seen two demand planners working in the same way. Sometimes I am really surprised how different the same role can be in different organizations - or even within the same organization. There's one universal truth, however: that interactio... Read More...
Lessons Learned From Implementing An Omnichannel Sales Strategy
Omnichannel: The sales and business strategy of meeting the customer in their preferred place of purchase. Simple, straightforward, and an absolute challenge for all aspects of a company. This is no different in forecasting and planning. There are no... Read More...
Demand Planners Guide To Speaking The Language Of Sales
There are differences between the operational and commercial mindset. The problem many of us demand planners have is not knowing how to speak the language of salespeople, or not providing the right measurements to let them better understand how infor... Read More...