A Comprehensive Overview of Sales and Operations Planning (S&OP)

福特汽车公司（Ford Motor Company）的商业大亨兼创始人亨利·福特（Henry Ford）曾说过：“质量bob全站app意味着在没人看时做对了。”

If you want to create a quality product and provide an outstanding customer experience, your business processes should be fine-tuned so every step — from manufacturing to delivery — is well-executed.

几乎任何东西都可以进行过程。和sales and operations planning (S&OP)流程对于任何成功的业务至关重要。

Let's demystify sales and operations planning (S&OP) and learn more about the S&OP process.

So, what's the purpose of S&OP? To coordinate across business units, increase transparency, balance supply and demand, and to achieve profitability. S&OP can occur on a monthly, yearly, or even two or three-year basis, depending on the company and its goals.

Here are some key benefits to sales and operations planning (S&OP):

• Increased transparency between departments
• Informed decision making about a product's demand and supply
• Improved inventory management
• 更好的销售和预算预测
• A clear understanding of a product's lifecycle and its management
• Streamlined processes that improve the overall customer experience

The S&OP process includes forecasting, demand and supply planning, and executive review. The goal is to coordinate sales and operations planning across business functions so they're all on the same page. The exact steps can vary depending on the company, its products, and its industry.

1.预测

At this stage of the S&OP process, data is gathered about prior sales and forecasts are made for future sales. It's important to consider any internal and external factors that can impact sales (e.g., industry, customers, competition). Any trends will be identified and analyzed.

2.需求计划

需求计划是跨职能合作开始发挥作用的。分析了预测，并根据产品需求和需求来源对库存和客户服务政策进行调整。需求可以在产品的收入或单位中衡量。

3。Supply planning

During supply planning, representatives from finance, operations, and materials to evaluate capacity. They'll determine if there are any constraints on people, machinery, and suppliers. From there, a supply plan is created that will account for any capacity constraints.

4.前和OP会议

During this stage of the S&OP process, leaders from finance, sales, marketing, operations, materials, product management, and human resources meet to collaborate. They'll compare the forecasts to the demand and supply plans, and they'll consider the financial impact of the plans.

5。执行S＆OP会议

在此阶段，高管开会以分析前S＆OP会议的所有预测，计划和建议。在执行S＆OP会议结束时，将批准最终的销售和运营计划。

6. Finalize and implement

一旦批准了销售和运营计划，就该实施了。实施后，应定期评估S＆OP以确保成功。

这是S＆OP过程的视觉概述。

销售量and Operations Planning Process

S&OP Metrics

评估您的S＆OP流程时，可以使用一些关键指标来衡量性能。

需求和供应S＆OP指标

需求和供应指标将帮助您确定预测是否准确并且需求与供应匹配。

• 需求预测与实际
• Production forecast versus actual
• 存货周转率
• Capacity utilization
• On-time delivery
• Accuracy in order delivery
• Cycle times

财务S＆OP指标

这些指标向您展示了业务从财务角度的表现。

• 一段时间内的总销售额（例如，月，季度，年）
• Total sales versus forecast
• 毛利率
• Working capital versus plan

S＆OP软bob电竞官方下载件

Which tools should you use for your sales and operations planning? Instead of solely relying on spreadsheets, here are some software options you can use to streamline your S&OP.

1.Oracle S＆OP云

Pricing: Contact for Pricing

Oracle provides process templates you can use to make your sales and operations planning run smoother. You can monitor each stage of the process and dashboards allow you to see KPI summary graphics. It allows you to collaborate with colleagues and assign tasks. Plus, it integrates with Excel.

Best for Larger Scale Businesses

甲骨文S&OP云定制主要向洛杉矶rger businesses. It includes features that suit the needs of enterprise-level customers, including social collaboration resources, accommodations for organizations with several users, and aggregate planning capabilities for long-term strategic planning decisions.

2。SAP Integrated Business Planning

Pricing: Contact for Pricing

SAP集成的业务计划软件使您的S＆OP计划快速而敏捷。bob电竞官方下载关键功能包括方案规划，模拟和高级分析，因此您可以保持预测并达到财务目标。

最适合多方面解决方案，扩展到S＆OP超越供应链规划

SAP Integrated Business Planning contains resources that allow for effective sales and operations planning, but the solution's capabilities extend well beyond the practice. It combines S&OP, forecasting and demand, response and supply, demand-driven replenishment, and inventory planning to ensure business continuity through supply chain disruption.

3。Infor Sales and Operations Planning

Pricing: Contact for Pricing

With the Infor Sales and Operations Planning software, you can synchronize demand and supply imbalances, coordinate across business units, and analyze performance. It even includes predictive financial analysis so you can see how business decisions will impact the bottom line

Best for Businesses Looking for an Accessible Interface

Infor S＆OP的用户界面的易用性是该软件最大的吸引力之一。bob电竞官方下载您无需成为IT专家即可利用它 - 允许用户更接近您的销售和运营计划，以管理和保留该过程的标签。

If you're interested in a straightforward solution that keeps things simple without sacrificing functionality, look into Infor's sales and operations planning resources.

4.Vanguard IBP S&OP by Wolters Kluwer

Pricing: Contact for Pricing

Vanguard Predictive Planning is an excellent resource for any organization trying to support its S&OP infrastructure with an AI-based, end-to-end impact analysis solution.

Vanguard can provide your business with a comprehensive overview of your sales, demand, supply, and production to inform accurate, constraint-based plans — among a wide array of other features and benefits.

最适合对协作解决方案感兴趣的企业

先锋IBP S&OP的一个方面是它的资源bob体育苹果系统下载安装or collaboration across all facets of your sales and operations planning. The platform includes business intelligence software that enables end-users to create their own charts, reports, and dashboards.

It also offers automated, easily adjustable workflows, easily visible scenario modeling, cross-department insights, and other features that foster collaboration between sales, operations, and finance.

5。Kinaxis快速响应S＆OP

Pricing: Contact for Pricing

Kinaxis快速响应S＆OPis a sales and operations planning solution that can help you improve business outcomes, take more centralized control of your S&OP, reduce costs in supply chain planning, foster collaboration, and generally increase efficiency throughout the S&OP process.

最适合寻求稳固开箱即用的功能的企业

尽管Kinaxis Rapid Response S＆OP确实具有一定程度的自定义，但它与竞争与其标准功能区分开来。

它的开箱即用仪表板可以立即帮助您准确地衡量性能 - 功能涉及收入价值，结束库存价值，保证金百分比以及其他关键的S＆OP SES绩效指标。

销售量and Operations Planning Best Practices

1.执行所有权S&OP。

Successful sales and operations planning takes a certain degree of guidance and direction. With S&OP, you're essentially trying to facilitate cohesion between conflicting elements of your business — that's not a responsibility that can be vaguely managed without clearly defined and engaged leadership.

The practice requires firm and active executive ownership — typically from someone like a CEO or general manager. There's bound to be some kind of tension between the supply and demand sides of your organization, so you need a central figure ensuring that there are definitive, understood, and consistently enforced standards for how both parties will work with one another.

2。Keep things simple.

进行S＆OP的公司倾向于通过过度复杂化的过程来绊倒自己 - 最著名的是指标。如果您试图在业务的供求方面保持太多因素，那么您的计划可能会使您的计划效率低下，并且您试图在部门之间维持的可见性可能会被蒙上阴影。

Instead of trying to measure everything you can think of, determine the most meaningful, relevant metrics for gauging how both sides of your business are working together — whether that be measurements of how forecasts are stacking up to actual sales figures, inventory turnover, or any particularly pertinent indicators of how sales and operations are interacting.

Try to keep the number of metrics you're tracking between 10 and 15 — make those choices count, and don't let this side of the process get away from you.

3。Maintain records.

Successful sales and operations planning is an ongoing process. It leans, in large part, on your ability to learn from your previous hitches and hiccups. That's why you need to keep detailed records of your previous plans and processes. Document most — if not all — aspects of your S&OP efforts. Those reference points can be central to your planning's sustained success.

4.度假s Cross-Functional Engagement

Cross-organizational collaboration is at the core of any and all sales and operations planning. Stakeholders from every impacted facet of the business need to be included and involved in the process.

如果您仅考虑销售组织的贡献和利益，而忽略了其他部门（例如运营和财务），那么您的销售和运营计划将不会特别有用或富有成效。

S＆OP取决于您通过可见性促进凝聚力的能力。每个参与的政党都需要清楚了解他人的表现以及他们的来源。

That information needs to flow freely between stakeholders. If you want to get the most out of your sales and operations planning, you need to keep everyone in the loop and stress cross-functional engagement.

Investing in S&OP resources can be an excellent way to better align the supply and demand sides of your business. With sales and operations planning, you can keep virtually every aspect of your company on the same page — allowing for a smoother functioning, more cohesive organization.

寻找更多？了解如何创建一个业务发展的战略计划next.

Editor's note: This post was originally published in October 2020 and has been updated for comprehensiveness.