Dlaczego handlowiec powinien planować produkcję? - Anatomia Transformacji #24

In most companies, sales and production operate as if they were playing to different goals. In this episode of Anatomy of a Transformation, we examine a topic that sounds almost heretical to many organizations: why salespeople should plan production, and what would have to happen to make it possible without chaos, frustration, and interdepartmental warfare. For many production leaders, this very sentence sounds terrifying. After all, planning, purchasing, and operations "know best" what can be done and when. Yet, in the reality of companies operating in a make-to-order model, with short order backlogs, high volatility, and increasing customer pressure, it is sales that comes closest to the market's true priorities. Based on our work with manufacturing companies, we break this topic down into key elements: why the idea of ​​a salesperson planning production is so controversial, what three challenges do salespeople face today when interacting with customers, why the biggest barrier between sales and production is a lack of trust, what planning based on capacity, slots, and a single version of the truth looks like, how to improve the quality of input data, specifications, and briefs, why the sales department also needs standards and quality work, how to shorten lead times and better serve customers through better synchronization. We discuss how to connect two worlds that exist separately in many companies: the customer world and the operations world. We also demonstrate that the goal isn't for sales to "rule production," but for the organization to learn to prioritize closer to the customer's real needs and in line with the company's actual capabilities. What do you gain? A better understanding of the tension between sales and production, a new perspective on planning in a make-to-order company, and concrete inspiration on how to build greater trust, better information flow, and shorter lead times. Who is this episode for? for CEOs and owners of manufacturing companies, for sales directors and operations directors, for planners, production leaders, and quotation teams, for companies that want to better synchronize sales, operations, and customer needs. 🎙️Anatomy of Transformation is a podcast about how to regain peace of mind and the joy of running a business. Presented by: 🧑🏼‍🦲 Irek Biliński   / irek-bili%c5%84ski   🧔🏻 Radek Kozal   / radoslawkozal   🔗 Start by understanding: 👉 https://4results.pl 🔗 Follow 4Results Growth & Excellence: LinkedIn:   / 4results-growth-excellence   Instagram:   / anatomia_transformacji   🚀 Our other content you might be interested in:    • Dlaczego działy w firmie zaczynają ze sobą...      • Zbudowaliśmy zarządy, które dowożą strateg...      • Jakie kompetencje będą kluczowe w zarządza...   TABLE OF CONTENTS: 0:00 — Introduction to the episode: Sales vs. Production 0:43 — Why the topic of production planning for salespeople is controversial 1:55 — Where does the conflict between sales and production come from? 3:35 — Why production often distrusts sales forecasts 5:00 — Salespeople's problems with product availability and deadlines 6:55 — Why sales has the best knowledge of the market and demand 8:45 — Demand forecasting – where companies make mistakes 10:40 — Why sales data should influence production planning 12:35 — What collaboration between sales and production should look like 15:05 — The S&OP process as a way to connect both worlds 17:40 — The most common organizational mistakes in planning 20:10 — Changing the mindset in manufacturing companies 23:00 — What competencies should a modern salesperson have? 26:10 — Examples from transformation projects 29:10 — Summary: Should a Salesperson Plan Production? 🎧 You can find this episode on YouTube, Spotify, and Apple Podcast. ALTERNATIVE SEO TITLES: How to plan production in a company based on customer orders? Make-to-order in practice: how to sequence orders? How to shorten lead times through better collaboration between sales and production? Why do manufacturing companies struggle with order prioritization? How to improve the flow of information between sales, planning, and production?