sales

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...

Process0 Comments 0

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...

CollaborationProcess0 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...

Collaboration0 Comments 1

The Demand Planning Career, Is it a Curse or a Blessing?

Sylvia StarnesApril 17, 2017

If you have any knowledge of Demand Planning, I am sure that you have heard the following: “Demand Planners are like meteorologists, they rarely get credit for doing the job correctly and they’re only noticed when they get it wrong.” Even so, the bot... Read More...

Forecasting and Planning1 Comment 0

Product Portfolio Optimization – Journal of Business Forecasting (Special Issue)

Dr. Chaman L. JainFebruary 29, 2016

Within the pages of this particularly exciting issue, you will read articles written by the best minds in the industry to discuss multiple important aspects of Product Portfolio Optimization. This is an important topic because in today’s highly compe... Read More...

Forecasting and Planning0 Comments 0

Risk-Adjusted Supply Chains Help Companies Prepare for the Inevitable

Wade McDanielFebruary 19, 2016

Each time I get in my car and drive to work, or the grocery store or wherever, there are a myriad of dangers that I might encounter. I could get t-boned at an intersection by a distracted driver; I might blow a tire and swerve into a ditch or a piece... Read More...

Forecasting and Planning0 Comments 0

Forecasting & Planning Learnings from Day 2 of IBF Academy: An Attendee’s Perspective

Jeff MeterskySeptember 16, 2015

Last Month, I had the opportunity to attend IBF’s Business Forecasting & Planning Academy held in Las Vegas. I recently shared some insights from the first day of the program. Day 2 was similarly eventful. Here are some highlights.... Read More...

Forecasting and Planning1 Comment 0

Are You Effectively Leveraging Point-of-Sale (POS) Data In Your Forecasting & Inventory Management?

Manikantan AryapadiSeptember 9, 2015

Today, we have an explosion of data. It is estimated that 2.5 quintillion bytes of data are created every day with 90% of the world’s data created in the past 2 years! The key question becomes what do we do with all this data? ... Read More...

Forecasting and Planning1 Comment 0