notes/sales_planning.md

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