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S&OP Performance: Advancing Sales and Operations Planning

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An effective sales and operations planning (S&OP) process guides business decisions, provides key problem solving strategies, gives executives greater control over the enterprise and drives overall business success. By APICS

Establishing and sustaining highfunctioning S&OP processes within an organization can be extremely difficult, however.

This report collects insights from APICS research, APICS Body of Knowledge, and APICS magazine as a resource for optimizing S&OP.

It outlines basic causes for S&OP underperformance; provides strategies for managing complexity, demand variability and sales forecasting; highlights common S&OP pitfalls; explores the relationship between supply chain agility and the S&OP process; and emphasizes the impact of team culture and human energy on the success of an S&OP initiative.

This report was developed by APICS, the premier professional association for supply chain management and the leading provider of research, education and certification programs that elevate supply chain excellence, innovation and resilience.

The APICS Certified in Production and Inventory Management (CPIM), APICS Certified Supply Chain Professional (CSCP), APICS Certified in Logistics, Transportation and Distribution (CLTD) and APICS Supply Chain Operations Reference Professional (SCOR-P) designations set the industry standard.

With over 45,000 members and approximately 300 channel partners, APICS is transforming the way people do business, drive growth and reach global customers.

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