This sample document outlines questions for the appraisal of the sales planning and forecasting process.
The sample includes questions such as: Is there a documented sales planning/forecasting process supported by related policies? Is the company business plan used to drive the sales plan and forecast, and are these plans routinely compared for consistency? Are the sales planning/forecasting process activities defined in conjunction with a calendar of activities, events, meetings, and so on? Does the sales plan represent a commitment by sales and marketing? Is the sales plan/forecast developed in enough detail so that it can also be used by operations for the master production schedule (units, dollars, monthly requirements, etc.)?