SalesandOperationsPlanningProzessen

SalesandOperationsPlanningProzessen is a structured management process used to align demand and supply across an organization over multiple time horizons. It aims to create a unified plan that balances customer service, production capacity, inventory, and financial considerations, enabling consensus among diverse functions such as sales, marketing, product management, operations, procurement, and finance. The process links strategic planning with day-to-day operations by translating market demand signals into supply plans and budgeted financial outcomes.

The typical cycle involves data collection and demand planning, where historical sales, promotions, and market trends are analyzed; followed by supply planning, which assesses capacity, procurement, production, and inventory constraints; and a management or pre-executive review to reconcile differences and develop a single integrated plan. An executive review then approves the consensus plan, which serves as the official operating plan for the coming period. The cycle is usually monthly, with horizons ranging from a few months to a year or more, depending on the industry.

Key outputs include a consensus forecast, a supply plan, inventory targets, and a financial plan aligned to revenue, margin, and cash flow goals. Metrics commonly tracked are forecast accuracy, service levels, plan adherence, inventory turns, and capacity utilization. Success factors include cross-functional collaboration, high-quality data, executive sponsorship, and disciplined governance. Tools such as ERP, advanced planning systems, and S&OP software support data integration, scenario analysis, and what-if planning. Variants exist under integrated business planning (IBP), which extends the scope and horizon and emphasizes long-term strategic alignment. Challenges include data quality, organizational silos, and change management, while benefits typically include improved customer service, reduced costs, optimized inventory, and better cash realization.