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SALES

Sales Vs Supply Chain: Where Should Planning Reside?

Dan Seville CPFMay 22, 2023

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...

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Earning The Trust Of Sales To Improve Forecasting Inputs

Jim AckermanOctober 15, 2021

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...

CollaborationCompetencies/SkillsPeopleProcessS&OP/IBP0 Comments 0

Here’s What Happened When We Fired Sales From The Forecasting Process

Dan Seville CPFJune 18, 2021

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...

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U.S. COMPANIES ANTICIPATE A 40% FALL IN SALES OVER THE NEXT 3 MONTHS

Andrew Scuoler CPFApril 20, 2020

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...

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How Do I Calculate Lost Sales From A Stockout?

Dr. Chaman L. JainApril 13, 2020

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...

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The Right Way To Manage Sales Teams In The Forecasting Process

Mariusz LesiewiczJuly 22, 2019

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...

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Lessons Learned From Implementing An Omnichannel Sales Strategy

Brian Jones CPFApril 8, 2019

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...

OmnichannelS&OP/IBP0 Comments 0

Demand Planners Guide To Speaking The Language Of Sales

Eric Wilson, ACPFNovember 12, 2018

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...

CollaborationKPIs/MetricsProcessS&OP/IBP0 Comments 0

Missing Persons: Have You Seen The Sales Department?

Krishna MenonJuly 5, 2018

The Institute Of Business Forecasting (IBF) defines S&OP as "process that integrates demand, supply, and financial planning into one game plan for business." It also "links strategic plans to operational plans, and attempts to develop the most de... Read More...

CollaborationS&OP/IBP2 Comments 0

Give Sales What They Need If You Want Their Insight

Daniel FitzpatrickApril 27, 2018

Salespeople are key players in an effective demand planning process. They can provide timely input on their customer's plans and issues from the front line. They hear the voice of the customer first. However, gaining their confidence is challenging, ... Read More...

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