How do you build your sales plans?
How do you engage everyone in the sales planning process?
What tools do you use to help you build a robust sales plan?
Target Group
If you are involves in sales planning and forecasting, then this Program is designed for you to reflect on your existing sales planning process, learn from the best practice of global and local organisations and practically implement improvements.
Approach
Like all DOOR Trainings, this Program is interactive, highly participative and engaging for people who have a passion for improving their sales planning and forecasting. We challenge participants to share what works well, and
Topics
Multiple
Training Objectives
At the end of this training you will be able to:
1. Sales Forecasting Process and Systems
2. Collaborative Planning & Forecasting
3. Sales & Operations Planning Process
4. Data Analysis & Data Treatment
5. Forecasting Metrics & How to Calculate Them
6. How to Communicate and Sell Forecasts to End-Users
7. Benchmark Surveys and How to Use Them
Duration
One Day
Program Schedule
Day One
Welcome & Introduction
Program Objectives
Personal Objectives
Rationale for Sales Planning & Forecasting
Collaborative Sales Planning
Sales & Operational Planning
Planning with Other Functions
Cause & Effect
Data Analysis
Sales Data Generation
Lead, Lag & In-Time Indicators
Supporting Data
Forecasting Metrics
Useful Metrics
Your Organisational Requirements
Communication & Scoreboards
Using Surveys & Benchmarking
Communication Planning
Action Planning & Commitments