2023-01-16 10:47:48 -05:00
|
|
|
A method to planning sales
|
|
|
|
|
----------------------------
|
|
|
|
|
|
|
|
|
|
## Summary
|
|
|
|
|
|
|
|
|
|
1. copy history
|
|
|
|
|
|
|
|
|
|
1. start with open orders
|
|
|
|
|
2. add orders as placed in past
|
|
|
|
|
1. true-up to current run rate
|
|
|
|
|
1. normalize price for current pricing
|
|
|
|
|
1. will need to idenitfy blocks in the base period that best represent pricing efforts
|
|
|
|
|
2. scale prior periods to match final pricing
|
|
|
|
|
2. exclude expired products/customers
|
|
|
|
|
3. scale new developments to reflect full-year (new products customers)
|
|
|
|
|
4. update cost to current
|
|
|
|
|
5. request date attainment performance
|
|
|
|
|
3. walk prior period sales to new baseline sales as change in run-rate
|
|
|
|
|
|
|
|
|
|
2. build in changes to current run-rate
|
|
|
|
|
|
|
|
|
|
1. volume changes
|
|
|
|
|
2. pricing changes
|
|
|
|
|
3. new products (must be defined in future at a mininum)
|
|
|
|
|
4. future cost changes
|
|
|
|
|
5. request date attainment
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| timeline | day | running days | responsible |
|
|
|
|
|
| -------------------------------------------- | --- | ------------ | ----------- |
|
|
|
|
|
| **_establish run-rate sales_** | | | |
|
|
|
|
|
| copy history | 1 | 1 | executor |
|
|
|
|
|
| identify pricing windows | 1 | 2 | sales team |
|
|
|
|
|
| scale windows to match final | 1 | 3 | executor |
|
|
|
|
|
| identify expired products/customers | 3 | 6 | sales team |
|
|
|
|
|
| eliminate expired volume | 1 | 7 | executor |
|
|
|
|
|
| identify new products/customers | 3 | 10 | sales team |
|
|
|
|
|
| scale new to full year volume | 1 | 11 | executor |
|
|
|
|
|
| **_load new plans_** | | | |
|
|
|
|
|
| layer in planned changes not yet implemented | | | |
|
|
|
|
|
| identify changes to existing volume | 3 | 14 | sales team |
|
|
|
|
|
| load changes | 1 | 15 | executor |
|
|
|
|
|
| identify changes in price | 3 | 18 | sales team |
|
|
|
|
|
| load changes | 1 | 19 | executor |
|
|
|
|
|
| identify new products | 3 | 22 | sales team |
|
|
|
|
|
| load new | 1 | 23 | executor |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Table Layout
|
