Sales and Operation Planning (S&OP)
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Program Professional Framework
Sales and Operation Planning (S&OP)
Program Overview
Many organisations run S&OP meetings without achieving real alignment between sales, operations and finance. This course focuses on implementing a working S&OP process: securing executive sponsorship, defining roles and the planning calendar, preparing data and product families, running each review step, creating meeting templates and decision logs, tracking process KPIs, and managing the behavioural and organisational change needed to sustain it. Participants leave with a practical implementation roadmap adapted to their organisation and its supply chain.
Learning Outcomes
- ✓Diagnose current planning practices and identify the gaps that S&OP should close.
- ✓Define S&OP roles, responsibilities and a monthly planning calendar for the organisation.
- ✓Prepare product family data, demand inputs and capacity data for the first planning cycles.
- ✓Design meeting templates, agendas and decision logs for each review step.
- ✓Select process KPIs such as forecast accuracy, schedule adherence and inventory turns to monitor S&OP effectiveness.
- ✓Develop a phased implementation roadmap with change management actions.
Target Audience
- Supply chain, planning and operations managers
- Sales and commercial managers involved in forecasting
- Finance managers supporting planning
- Process improvement and transformation leads
Detailed Program Modules
01S&OP Fundamentals
- Objectives and benefits of S&OP
- The five-step monthly process
- Common reasons for S&OP failure
02Readiness and Design
- Assessing current planning practices
- Executive sponsorship and process ownership
- Roles, calendar and planning horizons
03Data and Planning Inputs
- Product families and units of measure
- Demand inputs from sales and marketing
- Capacity, inventory and supply data
04Running the Review Steps
- Demand and supply review meetings
- Pre-S&OP gap resolution
- Executive meeting and decision logs
05Measuring Process Effectiveness
- Forecast accuracy and bias
- Schedule adherence and service level
- Inventory turns and plan stability
06Sustaining the Process
- Change management and behaviours
- Planning tools and spreadsheet controls
- Phased implementation roadmap
Training Methodology
Applied Project & Assessment
Applied Project
Participants prepare an S&OP implementation proposal for their organisation: current-state diagnosis, process design with roles and calendar, meeting templates, KPI set and a six-month roadmap.
Assessment
Short diagnostic at the start, practical tasks linked to each learning outcome, and evaluation of the applied project against published criteria.