Sales & Operations Planning

LEORON Professional Development Institute
Training overview
Professional Course
Virtual Classroom
5 days

Start dates
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Course description

Sales & Operations Planning

S&OP is a method to advance tactics that provide leadership the ability to strategically direct its businesses to achieve competitive advantage on a continuous basis by integrating customer-focused marketing plans for new and existing products. This process brings together all the plans for the business (sales, marketing, development, manufacturing, sourcing, and financial) into one integrated set of plans. It is performed at least once a month and is reviewed by management at an aggregate (product family) level. Reconciliation must happen for supply, demand and new-product plans at the detail and aggregate levels and tie to the business plan. It is a definitive statement of the company’s plans for near to intermediate term. Learning how to properly execute the S&OP is part of this instruction. The process will link the strategic plans with its execution and reviews of the performance measurements for continuous improvement. In addition, the instruction will identify what is necessary to facilitate high performing S&OP. Exercises and case scenarios will be employed throughout the program. The methodology will be demonstrated to the participants who will in turn employ what has been presented.

Who should attend?

VP’s and Directors for Operation, Finance, Sales/Marketing, Engineering (Technical Resources), Human Resources,Information Technology (IT), Supply Chain and Procurement as well as the next tier of executioner personnel from each of these respective functional areas.

Training content


Introduction to S&OP

The History of S&OP

Definition of S&OP

What is it and what it is not

Who is involved

What are the attributes and objectives?

Benefits to be derived

What is Executive S&OP?

How does it work?

What does it interact with – ERP/Supply Chain/Lean?

The Structure employed depends

Different environments to consider

Seasonal implications

Consideration of New Product Introduction (NPI)

Types of plans to consider and why



The five (5) step process

Time frames – Annual, quarterly, monthly etc.

Building and working with grids

What are the inputs?

Product families – how to organize


Operational planning



Finance interface



Data Requirements

Definitions and sources

The Demand Planning Process

For each environment –MTS, MTO and ATO


Supply Planning Process

Review performance to plan

Adjust operations plan to goals of backlog/inventory

Resource Requirements Planning

What is needed where

Develop alternatives for review



Implementation Path

Executive briefing- Decision

Players involved

Assignment of responsibilities

Initial Training and Planning

Do multiple half days

Development of a Pilot Schedule

What is the timeframe?

Points to look for

Product Family Determination

How many to have?

The selection methodology

Pilot Preparation and Execution



Adding to the Executive S&OP


Demand and Supply Planning

NPI Planning

Continuous Improvement

Internal and external considerations

Managing output from the process

Implementation challenges

Critical factors for success

Performance measurement and management

Success check list – eight (8) points

Case study

Certification / Credits

  • What are the S&OP activities for guiding and controlling the business
  • What are the roles of the participants
  • The significance of planning at the product family level
  • How S&OP links with other planning and control processes
  • How to attain the desired planning and business outcomes
  • What the role of S&OP is in supply and demand balancing
  • What are each of the S&OP process steps
  • How to identify the planning factors
  • How to identify the desired planning & business outcomes
  • What is needed to calculate an inventory plan
  • How are customer service, inventory and backlog are related
  • Learn what the outputs are from the S&OP process steps
  • What are the key cost criteria needed in comparing production approaches
  • Understand the relationship to resource determination
  • How to measure, monitor and improve the S&OP process/results
  • What are the eight (8) building blocks for successful S&OP employment

Why choose Leoron?

LEORON has worked with some of the largest companies in the World - but importantly we care about the individual. Through our Customer Happiness Team we ensure that everyone who attends a LEORON course has the support before, during and after to ensure their training needs are met.

We offer the highest level of training delivery, whether that be in our live-virtual training or in-classroom sessions, with our expert instructors guiding you through everything so that you’re left feeling assured and confident to utilize your new knowledge going forward.

About Leoron

LEORON Professional Development Institute

LEORON is the fastest growing global training institute in the World, having evolved over the past 11 years into a dominant training institute that offers a comprehensive set of training and development solutions to both individuals and businesses. Our locations...

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LEORON Professional Development Institute


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