The View from the Sales and Marketing Organizations

Each function within an organization has a decidedly unique view of forecasting and planning. This article explores how quid pro quo can help you gain the support of Sales and Marketing functions for the Demand Planning Process within your organization. Sales and Marketing would be more willing to cooperate if they understand how their support will help them as well. The article also shows how to eliminate or reduce the potential bias in forecasts provided by Sales and Marketing within an organization. MARK LAWLess | Mr. Lawless has held Senior Management and C-Level positions across a variety of industries and market settings. He has held professional and management positions within manufacturing operations, product development, sales, fi nance, and marketing. He is a Managing Principal of Marlaw Business Advisory Services and Senior Consultant at the Institute of Business Forecasting & Planning, IBF. He is a long-time affi liate of the IBF having served in advisory roles and providing training to many companies through the IBF’s Demand Planning, Forecasting, and S&OP In-House Training series. The View from the Sales and Marketing Organizations By Mark J. Lawless Copyright ...