Rigid planning models poorly serve organizations coping with disruption and uncertainty. This is especially true for the sales function, which must forecast future results, allocate objectives across multiple markets, products, and teams, and maintain staffing and expense models - all while anticipating potential shifts in demand or market conditions.
In this session we review planning techniques and tools that support flexible planning approaches. One example is scenario planning, likely a required tool for sales planning during the pandemic recovery. Also examined are technology platforms that enable adaptable planning techniques while automating input and communication from important planning stakeholders.