Uncertain Outlook: Managing The Sales Management Process with Vulnerabilities and Opportunities

In this environment, predicting what the business will look like in two or three years' time is more difficult but more important than ever. A robust Integrated Business Planning (IBP) process is non-negotiable and this stands of falls by the accuracy of the demand plan. Management of the sales pipeline is key, as is identifying opportunities and vulnerabilities and managing the variability around them through to fruition or otherwise.