Now is a time that many of us are beginning improvement initiatives, a time full of new aspirations and starts. Several have had wheels in motion at the end of last year in the form of generating ideas, building consensus, securing budgets, and even conducting assessments. If you’re not out in front of it yet, […]
Part 4 of 4, Change Management Techniques for Getting Sales On-Board with Demand Planning
In this final installment of our 4 part series, we’ll take on the human element of change management. The other parts we looked at dealt with process, information technology, and organizational topics. Salespeople at all levels can be some of the most challenging for us supply chain types. It’s not that they don’t want the […]
Part 3 of 4, Org Considerations for Getting Sales On-Board with Demand Planning
In Parts 1 and 2 we looked at process and IT considerations respectively. In this segment, we’ll discuss organizational considerations that will position you to effectively engage Sales to ensure they are involved and accountable. Toward that end, I suggest the following: Clarify the roles and reporting relationship of the Demand Management function. This is […]
Getting Sales On-Board with Demand Planning – Part 2 of 4, Enabling Technology
Welcome to Part 2 of our 4 part series on improving engagement from Sales to support Demand Planning. In Part 1, I discussed some specific considerations and ways related to process design to improve Sales’ engagement in your Demand Planning process. You can review Part 1 on process tips if you’d like. It’s hard to […]
Getting Sales On-Board with Demand Planning – Part 1 of 4, Process
Many of us who’ve implemented, improved, or managed a demand planning process have struggled to get Sales to commit to, and participate in the process to the degree that we’re looking for. We often hear things like: “I need to spend my time selling.” “This is taking time away from my customers.” “Our business is […]
