Les équipes de vente et d’exploitation s’affrontent lors des prévisions. Comment pouvez-vous aligner leurs objectifs contradictoires pour réussir ?

Orçamento é uma arte de convergência de visões transcritas em métricas. É mais, é uma tradução do propósito da companhia no período orçado. As visões entre as áreas são essenciais para a mitigação de riscos e decisão de magnitude de projetos. Discussões entre vendas e produção é um clássico necessário! Entretanto eu colocaria mais uma "colher" nessa discussão, o custo da estrutura de capitais. Valem muito as perguntas como: quem custeará uma expansão de produção? Quanto custará uma venda financiada para o cliente? O que queremos este período, expandir mesmo sacrificando margem ou foco na redução de custo?

Shared KPIs. Give sales forecast accuracy and bias as kpi to sales not just exceeding sales target. Conversely, add sales target as part of operations team kpi.

Sales and operations always have conflicting KPIs. To produce an accurate sales forecast, the person responsible must be unbiased towards either sales or operations, yet have an in-depth understanding of both roles. The forecasted sales should aim to maximize sales within the limits of operational capabilities. An accurate forecast is only achievable if both roles understand and agree on the forecasted numbers.

Conflito de ideias é a melhor opção para organização. Todas as áreas dentro da operação é importante para o bom funcionamento do projeto, pontos conflitantes sempre irão existir, você é o maestro dessa orquestra, defina metas e resultados e ajuste sempre que necessário, comunicando a equipe de forma simples e eficaz para todos entenderem o processo inicio, meio e fim.

Fostering dialogue between sales and operations teams is crucial for harmonizing their efforts and ensuring accurate forecasting. Establishing regular, structured meetings where both teams can openly discuss challenges, share insights, and provide updates is essential. Encouraging an environment of mutual respect and active listening helps break down silos and promotes a collaborative culture. Utilizing integrated communication platforms ensures that everyone has access to the same information, reducing misunderstandings and aligning goals. By prioritizing transparent and continuous dialogue, organizations can bridge the gap between sales and operations, leading to more cohesive strategies and better overall performance.

Sales and ops teams often clash on forecasting. Open communication and shared goals are key. Sales should provide realistic forecasts, while ops focuses on capacity. Aligning on a common metric (like revenue or customer satisfaction) and using data can bridge this gap, ensuring both teams work towards shared success.

To align conflicting goals between sales and operations on forecasting, it's crucial to establish a shared objective of accurate predictions that balance customer demand with operational efficiency. Regular communication, data sharing, and cross-functional training can bridge understanding gaps.

the best way for bridging the gap is to create cross functionality into both teams. if you ask both teams to defend other side you will give them better insight of both departments

Picture a bridge connecting two bustling cities. Regular dialogue sessions are like the pillars of this bridge, supporting the flow of ideas and fostering collaboration. By instituting regular cross-functional meetings, we create a platform where sales and operations can share insights, challenge assumptions, and co-create strategies. This continuous exchange not only resolves conflicts but also cultivates a culture of transparency and collective problem-solving.

Consider a relay race where each team member's performance is crucial for winning. By designing incentive structures that reward collective success, companies can ensure that both sales and operations are running towards the same finish line. Joint metrics like combined sales growth and optimal inventory levels not only align their goals but also instill a sense of shared victory, driving collaborative efforts and fostering a unified team spirit.

A great way to align the Sales and Operations department, is making the focal point about the archievement of the overal organisation's goal, rather than individual departmental target. To further explain, reward and incentives should be given only when the overall organisations goal/target is met, rather than rewarding departmental contributions. This will definitely drive collaboration and both teams will work together to achieve organisations goal, rather than own goal. Their by reducing risk of being overly optimistic/pessimistic.

incentive is always a charm for sales and operation team but adding reprimand into the matrix will work more better because both departments will try to meet their targets which increase the risk of compromising and create conflict so along with incentive i always recommend adding reprimand as well into the business model

In my experience shared goals and incentives foster teamwork and are critical to cooperative well functioning organisations. Everyone is working towards a desired outcome and problem solving together. It’s when group synergy happens and a joy to be part of.

Think of technology as the GPS for your business journey. Advanced forecasting tools act as this GPS, providing accurate, data-driven insights that both sales and operations can rely on. By integrating AI-driven analytics and real-time data sharing, companies can eliminate guesswork and foster a unified approach to forecasting. This technological synergy ensures both teams are navigating with the same map, leading to more accurate and cohesive business strategies.

Trend Analysis and Market Analysis is the major factor for any sales and operation teams. for make any decision both teams have to different analysis tools to convince each other and as i discussed earlier add cross functionality into both departments will increase the chance of more synergy within departments of sales and operations.

Es absolutamente claro que la tecnología apoya intensamente al resultado analítico y estadístico de la operación comercial. Algo que se debe tener muy en claro es no perder el horizonte de la meta, llenándose de información estéril que no brinde el apoyo necesario y peor aún que el equipo desperdicie tiempo en análisis de datos y no en estrategias reales. El uso de IA puede soportar este punto, permitiendo invertir tiempo y estrategia para alcanzar el objetivo

Utilizar análise preditiva pode aumentar significativamente a precisão da previsão orçamentária ao fornecer insights baseados em dados sobre tendências futuras. Analisando dados históricos, condições de mercado e comportamentos de clientes, ambas as vendas e operações podem fazer previsões informadas sobre demanda e alocação de recursos. Implementar ferramentas avançadas de análise permite que as equipes visualizem cenários potenciais e avaliem o impacto de vários fatores em seus orçamentos. Este entendimento compartilhado de resultados projetados fomenta a colaboração e garante que ambas as equipes estejam alinhadas com expectativas realistas.

Most of the time during data analysis or data collection, outliers are missed. when we involve both departments on one page and introduce cross functionality between them, they will bring best solutions for other departments. weekly, fortnightly and month meeting should be suggested to continuously monitor the past trends and keep updating the data for better forecasting.

Visualize a garden that flourishes through constant care and adaptation. Continuous improvement in forecasting processes is akin to this nurturing. By regularly reviewing and refining forecasting methods, sales and operations can adapt to market dynamics and improve collaboration. Embracing a culture of perpetual enhancement not only boosts accuracy but also strengthens the partnership between these critical teams, ensuring sustainable growth.

Definitivamente la comunicación asertiva, clara, real, directa, sincera es base para que los equipo entiendan en donde están y para donde van. Los métodos de recompilar información siempre deben estar siendo actualizados y para esto se requiere que cada equipo aporte de manera productiva su información.

To align conflicting goals between sales and operations on forecasting, it's crucial to establish a shared objective of accurate predictions that balance customer demand with operational efficiency. Regular communication, data sharing, and cross-functional training can bridge understanding gaps. Implementing integrated forecasting processes and leveraging technology for real-time insights will further facilitate collaboration. Encouraging compromise, defining clear responsibilities, and measuring performance against agreed KPIs ensure both teams work towards unified goals effectively. Resolving conflicts promptly and constructively fosters a harmonious approach to forecasting, optimizing outcomes for the organization.

Sales forecast can be ambitious, which is great for continuous growth, but as an operations manager, One has to weigh sales positivity against past reality so communication directly with those who are providing insight into those projections as crucial to full understanding and getting transparency into those forecasting metrics. All great numbers look good on paper. The old adage comes to mind of under promise over deliver.

Using data analytics can help bridge the gap between sales and operations teams by providing a common language and objective metrics. This can include: • Tracking sales team performance using data on sales revenue, conversion rates, and pipeline growth. • Monitoring operational efficiency using data on inventory levels, supply chain performance, and fulfillment rates. • Analyzing customer behavior using data on purchase history, browsing patterns, and customer feedback. • Analyze market trends using data on industry growth, competitor activity, and market research. Data-driven insights enable objective decision-making, reducing the influence of personal biases and assumptions.