• Written by Sonali Subhadarsini, Product Manager

A sales team leader walks into a meeting with the category manager, both armed with reports and forecasts, but the leader is aware that the numbers may not tell the whole story, and that the team's ability to query the organisation's own data in real time using AsscherAi will be crucial in making informed decisions. As they discuss the current sales performance and future projections, the leader is mindful of the need for robust governance and risk controls to ensure that the data is accurate and reliable.

Enforcing permission at retrieval

The traditional approach to controlling access to sensitive sales data is to instruct the model on what it can and cannot do, but this approach can be problematic when the system is used by people who did not build it. A more effective approach is to enforce permission at retrieval, where the system checks the user's permissions in real time before returning any data. This ensures that even if a user has access to the system, they will only see the data they are authorised to see. For example, a shift supervisor may have access to the sales data for their team, but not for other teams, and the system will prevent them from seeing that data even if they try to query it.

This approach requires careful planning and configuration, but it provides a much higher level of security and control over sensitive sales data. It also ensures that the system is compliant with relevant regulations and standards, such as data protection laws. By enforcing permission at retrieval, organisations can ensure that their sales data is protected and that only authorised users have access to it.

Auditability

Auditability is a critical aspect of governance and risk for sales, as it provides a clear record of what was asked, what was returned, and on what data. This allows organisations to track who accessed the data, what they did with it, and when. For example, if a category manager queries the sales data for a particular product, the system will record the query, the results, and the data used to generate those results. This provides a clear audit trail that can be used to investigate any discrepancies or issues.

Auditability also helps to prevent data breaches and other security incidents, as it provides a clear record of all system activity. This can be used to identify potential security threats and take action to prevent them. By providing a clear audit trail, organisations can ensure that their sales data is secure and that any issues can be quickly identified and resolved.

Sales data dependencies

The effectiveness of governance and risk for sales depends on the quality and accuracy of the underlying sales data. This includes historical sales data at planning grain, order book and pipeline, inventory positions, and promotional calendar. For example, if the historical sales data is inaccurate or incomplete, the forecasts and projections generated by the system will also be inaccurate. Similarly, if the inventory positions are not up to date, the system may not be able to provide accurate information on stock levels and availability.

Organisations must ensure that their sales data is accurate, complete, and up to date, and that it is properly integrated with other systems and data sources. This may involve implementing data validation and verification processes, as well as providing training and support to users to ensure that they understand how to use the system effectively. By ensuring that the sales data is accurate and reliable, organisations can trust the insights and forecasts generated by the system.

Impact on forecasting and inventory management

The use of AsscherAi to query sales data in real time can have a significant impact on forecasting and inventory management. For example, if a forecast is generated using inaccurate or incomplete data, it may not reflect the actual sales performance, leading to inventory levels that are out of step with demand. By using AsscherAi to query the sales data in real time, organisations can generate more accurate forecasts and projections, and make informed decisions about inventory levels and availability.

This can be particularly useful for sales teams, who can use the system to get a better understanding of customer behaviour and preferences, and to identify opportunities to upsell and cross-sell. By providing more accurate and reliable forecasts, organisations can reduce the risk of stockouts and overstocking, and improve their overall sales performance. For more information on how AsscherAi can support sales teams, please contact us.

Measuring effectiveness

The effectiveness of governance and risk for sales can be measured using a range of metrics, including forecast accuracy, win rate, and stock cover. For example, if the forecast accuracy improves, it may indicate that the governance and risk controls are effective in ensuring that the sales data is accurate and reliable. Similarly, if the win rate increases, it may indicate that the system is providing valuable insights and forecasts that are helping to drive sales performance.

Organisations must establish clear metrics and benchmarks to measure the effectiveness of their governance and risk controls, and to identify areas for improvement. This may involve tracking key performance indicators (KPIs) such as forecast accuracy, win rate, and stock cover, and using this data to inform decisions about system configuration and user access. By measuring the effectiveness of governance and risk for sales, organisations can ensure that their system is providing accurate and reliable insights and forecasts.

Limitations and exceptions

While AsscherAi can provide significant benefits for governance and risk for sales, it is not a silver bullet, and there are certain limitations and exceptions that organisations should be aware of. For example, the system may not be suitable for organisations with very small or very large sales teams, or for those with highly complex sales data. In these cases, other solutions may be more effective, such as manual data analysis or bespoke system development.

Organisations should carefully consider their specific needs and requirements before implementing AsscherAi, and should consult with experts to determine whether the system is right for them. For more information on how AsscherAi can support your organisation, or to discuss your specific needs and requirements, please contact us.