Incentives and metrics that encourage the best habits are a good start. Joint gross sales and operations targets that encourage efficiency improvements throughout the corporate, as a substitute of functionally specific metrics—like sales targets alone—can get people working collectively more successfully. Since S&OP is a cross-functional course of, it is sensible to have shared, cross-functional rewards and incentives. Another effective method is to have gross sales and operations share a workspace. Co-finding the teams in this manner can build belief and understanding.
Companies which have tried it report that forecast accuracy and response instances enhance—together with attitudes. When the goals of sales are at odds with these of operations, issues invariably arise.
A go-to-marke...Read More