Project Management

Sales and Operations: Evolving From One-Time Planning to Ongoing Management

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Executive Summary

Traditionally, companies have viewed sales and operations planning (S&OP) as a carefully scheduled "corporate activity" that occurs at regular intervals and requires months of number-crunching and rigorous preparation to arrive at an aggregate plan agreed upon by all the stakeholders. But in today's fast-moving, constantly shifting business world where demand is changing every day there is no longer a single, fixed number that reflects customers' current and future needs. Leading companies are moving to an approach called sales and operations management (S&OM), which focuses not on one-time planning, but on the continuous management of sales and operations performance against a changing competitive landscape - and against actual results. What exactly is S&OM, and how can your business benefit?

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