How Are We Doing? Using Sales Reports and Goals and Objectives to Measure and Evaluate Performance in Implementing a Growth Plan
Most companies reported preparing sales reports, with over half reporting sales by a combination of customer, product, and sales person. Ten reported on all five choices: company total, customer, product or process, sales person, and market; and about a third reported only on one—mostly only the company or customer. While sales reporting is a good business practice, its effectiveness increases when compared to actual sales performance, which is only about half of the 75 companies that prepare a forecast, see Table 44 in Chapter 8.
Figure 86 is a sample agenda for reviewing sales performance to forecast. It goes beyond ...
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