This book represents a new - some may say radical - approach to
Sales Forecasting. It shows how to get better forecasts with
less effort by focusing on process improvement,using standard
process improvement tools.
Sales Forecasting:
A New Approach
by Tom
Wallace and Bob Stahl
One of the most challenging – and thankless – tasks in
industry is sales forecasting. Often a major source of
friction between Sales & Marketing on the one hand and
Operations on the other, sales forecasts are often a bone of
contention but are rarely improved.
This book represents a new – some may say radical –
approach to sales forecasting.
Tom Wallace and Bob Stahl explain how:
- Forecasting less, not more, can yield higher customer
service and lower inventories
- Teamwork,
good communications, and clear accountabilities are more important
than complex statistical forecasting models
- Sales
forecasting is a process, and as such can be improved using
standard techniques for process improvement
- It's more
beneficial to pursue process improvement than to focus narrowly on
forecast accuracy
This is an exciting, breakthrough approach to a
traditionally difficult and frustrating task. It can result
in better results with less work – and more fun.
BOOK REVIEW
"Sales Forecasting: A New Approach provides an innovative
method of determining forecasts within an organization.
Thomas Wallace and Robert Stahl outline 12 principles, each of
which is critical to enabling solid forecasts."
John Allen, CFPIM. CIRM
APICS Magazine
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International Buyers