Unable to Forecast Accurately

  • There is no manageable sales process in place.
  • Unknown current process.
  • Unknown how you enforce it/manage to it.
  • Unknown what steps a sale normally goes through.
  • Unknown length of the average sales cycle.
  • It varies widely by sales person.
  • Unknown why you think that is.
  • You cannot track win percentage.
  • You have no visibility into opportunities.
  • Unknown how you get information about accounts sales people are working on.
  • Unknown whether they do account reviews with you.
  • Unknown whether it is verbal.
  • Unknown whether it is accurate.
  • You do not know where they are in the sales cycle.
  • Everyone does not use same process.
  • Salespeople forecast based on gut feelings.
  • Forecasting accuracy vary widely by sales rep.
  • Unknown why.
  • Some are more conservative than others.
  • Not everyone uses the same process.
  • Unknown how often they/you have to do forecasts.
  • Manufacturing fails to meet demand.
  • Many orders per month missed their promise date.
  • Your current system does not have the ability to calculate valid ship (capable to ship) dates at the time of order entry.
  • Unknown how many times you ask manufacturing to expedite orders.
  • It is because an engineering change in the order delayed shipment.
  • You cannot currently see what impact a change order will have in your scheduling.
  • There are bottlenecks in your processes.
  • Shipping.
  • QC.
  • Lack of flexibility in the ways you do business with your customers.
  • Unknown what methods can your customers use to place orders.
  • Unknown whether it is because your customers are demanding you work with them in different ways.
  • You have lost customers because you can’t meet their business requirements.
  • There are customers you can’t sell to because of their requirements.
  • Custom orders cause disruption on your processes.
  • Unknown how many of your orders are custom.
  • You have to manually work with an engineer to configure a custom order.
  • Unknown how before you can respond to the customer with price & potential ship date.
  • You do not have real-time visibility into your Actual vs. Forecast vs. Budget.
  • Unknown what information you require to make corrective decisions.
  • This information is not easily available.
  • You cannot easily monitor each salesperson’s pipeline.
  • You cannot determine if they are maintaining required margins on every sale.
  • Unknown whether sales and marketing efforts are tied to manufacturing.
  • Unknown what kind of advance notice manufacturing gets.
  • Unknown how you handle large orders on quotes.
  • Manufacturing complains about spikes in orders due to marketing/sales campaigns.
  • It happens often.
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