This sample questionnaire can be used by auditors to assess and improve the site planning and forecasting process.
Sample questions include: 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 accountabilities defined in conjunction with a calendar of activities, events, meetings and so on? Does the sales plan represent a commitment by sales and marketing? Are sales plan/forecast accuracy targets agreed upon with the rest of the organization?