Jack Stack

Another difference is the number of estimated parameters. In an earlier publication entitled "What are the plans for sales," I cited the example of a plan for Sales for the year, which consisted of 29 indicators! It is clear that such a plan is more of a landmark, not a clear task to be performed. After all, in order to actually implement a plan for each of these indicators, and even on each month of the year, it is necessary again to each of them to plan their own, separate events, calculate labor costs – time, money, etc., make schedules, etc. Ie implementation of each measure – it separate business project with all the ensuing consequences. In this context, is not superfluous to reiterate the words of Jack Stack, founder of escalating today the increasing popularity of the concept of "open governance" that "give people a long list of goals still that does not give anything," says practically the same in his book called symbolically "Syndrome haystacks" and Eli Goldratt – "Focus on all and sundry means that we do not focus on anything, "Thus, considering the process of organizing the work of sales department, planning can be identified as a specific organizational goal-setting process. This goal should be achieved, not only can it orient other words, if the target is set – it must be done. Put that in fact acts as a prediction of the intermediate operation when determining the goal.

In particular, based on sales forecast is determined by the volume of sales to be achieved. In other words, the forecast and sales plan does not necessarily coincide. At the same time they should not diverge greatly. Typically, the sales plan is somewhat higher forecast. In conclusion, we note that putting such a problem – up to a certain extent, the above possible – we are, thus, form the following important quality of the sales process – namely, its controllability. 1 In this regard, recall joke of one of my friends, a doctor by profession, that "medicine – the second on the accuracy of science, philosophy, since" It seems that sales forecasting is also in this list.