【Weekly Sales Forecast Meeting】#KPI：Less is More 202200001
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This is Emily：
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What is the 【Key work Performance Index(KPI)】of the 【Weekly
Sales Forecast Meeting】in your work environment? What it should be? Then the meeting
could be held in a better efficiency and effectiveness way?
Why do we need to discuss this?
Because, it is weekly meeting, it means, every week, there must be some persons need to stop their
daily works temporarily to attend this meeting(s), no matter meeting objectives will be achieved or not, and,
regardless of whether the meeting has reserved everyone's time in advance,
those who participate in the meeting must bear the work time and event delay
costs caused by the meeting held.
Thus, in order to save time and save meeting cost, it is required to
define clear meeting objectives/purpose, 【Key work
Performance Index(KPI)】 and everyone works to achieve the index, because, time is money.
However, if there is no weekly sales forecasting meeting in your
work environment, then…..that’s great! 😅 This article may not be for you!
For Companies that hold certain meetings every week, it is required
to remove/combine duplicated meeting purpose, reduce meeting time, or, to
change the way to discuss business issues in order to improve work efficiency
and achieve the goal. Do you agree?
<<Intermission
time: If you agree with above idea, and you also feel the topic is helpful,
please forward this article to your friends for reference! Thank you! >>
Is it
possible to define 【Weekly Sales Forecast Meeting】KPI as
(1)
To reduce 5 minutes meeting time every
time it is held until it can be completed within 30 minutes?
(The number of time planned to save depends on
the purpose of the meetings and actual situation.)
Hence,
in meeting planning, people will focus on what is the major issue(s) need to be
discussed rather than 【the more the better】issues.
Furthermore,
it is surely that there is mutual influence among meeting contents, time and
participants; however, which is more important to be considered as the required
in the meeting?
(2)
Besides (1), the meeting participants
are 2 at most of each departments or countries. The less the better, to figure
out who must attend the meeting from
the beginning to the end.
To find out the best way to discuss business
issues by balancing number of meeting participants and meeting time, and,
maybe, to hold a meeting is not necessary, a call can solve the problems
immediately.
The best way to save meeting time of 【Weekly
Sales Forecast Meeting】 is….not to hold the meeting. Here, I would like to share some
meeting experience similar to this topic, and, in general, the meeting differs
because they manage below 2 controls differently：
(1)
How much they authorize and
manage the Country General Manager to handle sales forecasting.
(2)
Exception management and the
frequency.
A real case, Company C, for example, it is Centralized Management
mechanism.
C is a subsidiary of a global famous group-
(1)
Asia HQ【centralized】the
management：They hold weekly sales review meeting, at the same time, they also
monitor key account sales contract work progress of all subsidiaries; thus, to
C, sales review meeting frequency and review content are almost the same
between sales team with Country C General Manager and C with Asia HQ.
(2)
Exception management and
frequency: Same as (1), work role and responsibility in sales review has strong
similarity between Asia HQ and Country
General Managers in this group；things the team members report to their
General Managers need to report to Asia HQ again.
Please see below chart to know the frequency and people cost of C
investing in weekly
sales forecast and achievement review：
- Sales
clerks of C spent 9 person-times in one week.
- C
invested 22 person-times to discuss 1 issue.
- In
Asia, there are 4 countries/companies of this group, in this weekly meeting,
all the companies need to attend this meeting weekly; if this 4 has the same
personnel work organization, participants of this Asia sales review meeting
will reach 22*4+5=93 persons. And, there will be 22*3=66 persons in waiting mode when 1 of the companies is
doing reporting.
- We
can know its meeting personnel cost if above number times its general work hourly rate；to
compare with meeting time invested, if we use average work hours of new client
development or potential business development with current customers, or time
for sales contract management, we can know the opportunity cost of the sales
forecast meeting and daily works；although,
sales daily work is postponed not permanently cancelled, however, they may be
deleted by customers side due to time issue. Thus, opportunity cost is for
assumption and reference purpose.
<<5 seconds reading break：click here to ask question for free!>>
Another real case, Company A, its Asia HQ decentralized its sales
management：
(1)
Asia HQ【authorizes】management
to Country General Managers：There is no weekly sales forecast or review meeting
with Asia HQ, but, all the subsidiaries in Asia need to
input required number in the report template defined by Asia HQ：
-
Head of Sales is doing management by walking around to
manage the team timely.
-
A weekly prepares sales forecast
and accumulated achievement amount with related explanation in the report and
submit to Asia HQ after it is fully discussed with work related managerial
persons and approval, including Sales VP, CFO and General Manager.
-
General Manager of A does monthly business report
to Asia HQ, including sales achievement reporting; and, A’s Sales VP and CFO
attend the meeting with their General Manager.
(2)
Exception management and
frequency: There is no
defined weekly meeting about subsidiaries General Managers with Asia HQ, if
there is something abnormal happened in sales forecast or actual number, they
call for issues discussion immediately.
What’s
your idea? Which kind of meeting will lead to better meeting result and achieve
its purpose and most appropriate? Do you think the same with me? Please do not
forget to ask me questions：Please click here.
Would
you please share your precious related experience with us! Thank you so much!
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#KPI #KeyPerformanceIndex #MeetingTime