Worked on creating what we call the “Top Down” spread of the business plan numbers. Some of the reports in the MOS tool focus on variance analysis, comparing “Actual” results to “Planned” forecasts. I am creating the plan numbers at the customer level incorporating all of the operating improvements that our team has laid out. The “Top Down” plans are like targets that are suggested to the sales force. They will have the chance to accept their targets, or replace them with “Bottoms Up” plan #’s that reflect their personal knowledge of the account and business conditions.

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