Gartner Research

Tackle Forecast Bias by Driving True Accountability Into S&OP Decision Making

Published: 28 September 2016

ID: G00294064

Analyst(s): Matthew Spooner


Many organizations struggle with forecast bias in their sales and operations planning. This research helps supply chain leaders with accountability for S&OP reduce bias by aligning their operational, sales and financial plans, and it warns against sales owning the demand-planning process.

Table Of Contents
  • Key Challenges



  • Determine Whether Your Plans Are Consistently Biased
  • Ensure That Your Planning Structure Is Appropriately Aligned With P&L Decision Making
  • Work With Finance to Monetize Your Demand Plans, but Don't Let Finance Take Over
  • Ensure That Sales Doesn't Own the Demand-Planning Process

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