🔗 Integrated Sales and Operations Planning (S&OP) Training and Advanced Sales Forecasting Course for Supply Chain Leaders 🔗

Module 1: Foundations of S&OP and Supply Chain Integration

ü  Defining Sales and Operations Planning (S&OP) and its objectives

ü  The benefits of mature S&OP vs. reactive planning

ü  S&OP’s role in balancing demand, supply, and financial goals

ü  S&OP vs. Integrated Business Planning (IBP)

ü  The S&OP organizational structure and cross-functional teams

ü  Practical Session: Assessing Current Organizational Planning Maturity Level

 

Module 2: Sales Fundamentals Training and Customer Insight

ü  Core principles of professional sales training

ü  Understanding customer value propositions (CVPs)

ü  Sales segmentation and territory management

ü  Customer relationship management (CRM) systems and data usage

ü  Aligning sales incentives with S&OP goals

ü  Practical Session: Developing a Customer Segmentation Profile for Forecasting

 

Module 3: Core Concepts of Demand Management and Forecasting

ü  The distinction between demand management and sales forecasting

ü  Sources of demand data and data cleanliness

ü  Understanding forecast bias, error, and accuracy metrics (e.g., MAPE, WMAPE)

ü  The impact of promotions and external factors on demand

ü  Forecasting ethics and accountability

ü  Practical Session: Calculating and Benchmarking Current Forecast Accuracy

 

Module 4: Quantitative Sales Forecasting Training Models

ü  Introduction to Time-Series Forecasting methods (Moving Average, Exponential Smoothing)

ü  Selecting the appropriate statistical model based on demand patterns

ü  Advanced models: ARIMA and Regression-based forecasting

ü  Software tools and functions for statistical forecasting

ü  Handling intermittent and lumpy demand

ü  Practical Session: Using Software (Excel/other) to Build and Compare Multiple Time-Series Models

 

Module 5: Qualitative Sales Forecasting Methods and Consensus

ü  Expert judgment and collaborative forecasting (CPFR)

ü  Market research and Delphi methods

ü  The Consensus Demand Review process

ü  Documenting assumptions and managing forecast override

ü  Using PESTLE and SWOT analysis to adjust statistical forecasts

ü  Practical Session: Simulating a Consensus Demand Review Meeting and Documentation

 

Module 6: Sales Presentation Courses and Communication Skills

ü  Structuring high-impact sales presentations

ü  Visual communication of data and insights

ü  Techniques for persuasive communication and storytelling

ü  Presenting forecast data effectively to non-technical stakeholders

ü  Handling difficult questions and gaining buy-in during S&OP meetings

ü  Practical Session: Delivering a Short, Persuasive Sales/Demand Presentation

 

Module 7: The Demand Review Meeting (Step 1)

ü  Objectives and agenda of the Demand Review

ü  Inputs: Statistical forecast, market intelligence, promotional plans

ü  Analyzing forecast performance and identifying drivers of change

ü  Documenting the final unconstrained demand plan

ü  Preparing the demand plan for the Pre-S&OP meeting

ü  Practical Session: Facilitating a Structured Demand Review Meeting

 

Module 8: The Supply Review Meeting (Step 2)

ü  Objectives and agenda of the Supply Review

ü  Assessing current capacity, inventory, and supplier constraints

ü  Developing constrained supply scenarios (e.g., normal, aggressive)

ü  Identifying critical resource bottlenecks

ü  Measuring supply performance KPIs

ü  Practical Session: Mapping Critical Supply Chain Constraints and Developing Mitigation Ideas

 

Module 9: Inventory and Capacity Planning in S&OP

ü  Strategies for aggregate inventory planning (Safety Stock, Cycle Stock)

ü  Capacity Planning: Rough-Cut Capacity Planning (RCCP) techniques

ü  Financial impact of inventory decisions

ü  Utilizing inventory as a buffer between demand and supply

ü  Managing finished goods vs. raw material inventory policies

ü  Practical Session: Calculating Safety Stock Requirements for Key Product Families

 

Module 10: Financial Integration and Executive Pre-Meeting (Step 3 & 4)

ü  Translating operational S&OP plans into financial terms (P&L, Cash Flow)

ü  Integrating S&OP with the annual budgeting process

ü  The purpose and agenda of the Pre-S&OP (Reconciliation) Meeting

ü  Developing recommended options for Executive sign-off

ü  Preparing the final recommendation packet

ü  Practical Session: Developing the Financial Bridge (Operational to Financial Metrics)

 

Module 11: The Executive S&OP Meeting (Step 5)

ü  The role and responsibilities of the Executive Team

ü  Focusing the meeting on strategic decision-making and risk balancing

ü  Techniques for productive, time-boxed executive discussions

ü  Documenting and communicating final decisions and accountability

ü  Closing the S&OP loop and cascading decisions

ü  Practical Session: Role-Playing the Executive S&OP Meeting and Decision Point

 

Module 12: Measuring and Auditing S&OP Performance (KPIs)

ü  Key S&OP performance indicators (KPIs) and metrics

ü  Measuring benefits: Forecast accuracy, service level, total cost, and working capital

ü  Designing an S&OP performance dashboard

ü  Auditing the S&OP process health and maturity

ü  Continuous improvement strategies for the S&OP cycle

ü  Practical Session: Designing an S&OP Performance Dashboard

 

Module 13: Advanced S&OP: Integrated Business Planning (IBP)

ü  Transitioning from tactical S&OP to strategic IBP

ü  Integrating product and portfolio management into the planning cycle

ü  Linking long-range strategy to short-term execution

ü  Scenario planning and risk analysis in IBP

ü  Cultural requirements for successful IBP adoption

ü  Practical Session: Structuring an Integrated Portfolio Review for IBP

 

Module 14: Technology Enablers for S&OP

ü  Overview of modern S&OP and IBP software solutions

ü  Data infrastructure and required system integrations (ERP, CRM)

ü  Utilizing business intelligence (BI) tools for S&OP reporting

ü  Automation potential in the S&OP process

ü  Building an S&OP technology roadmap

ü  Practical Session: Mapping Technology Needs to S&OP Process Steps

 

Module 15: Sales Pipeline Management and CRM Integration

ü  Structuring the sales pipeline for forecast visibility

ü  Integrating CRM data into the demand forecast

ü  Measuring pipeline health and conversion rates

ü  Utilizing pipeline data for short-term revenue forecasting

ü  Aligning sales stages with production lead times

ü  Practical Session: Developing a Pipeline Health Report for S&OP Input

 

Module 16: Sales Negotiation Skills and Conflict Resolution

ü  Negotiation strategies for achieving consensus internally (Sales vs. Operations)

ü  Managing conflict during resource allocation disputes

ü  Active listening and effective communication techniques

ü  Techniques for principled negotiation

ü  Dealing with resistance to the S&OP process

ü  Practical Session: Negotiation Role-Play: Advocating for Scarce Production Capacity

 

Module 17: Managing S&OP in Different Business Environments

ü  S&OP in highly seasonal and volatile markets

ü  S&OP for slow-moving, high-value products vs. fast-moving consumer goods (FMCG)

ü  S&OP in multi-site and global organizations

ü  Handling promotional and new product introduction (NPI) planning

ü  S&OP for service organizations

ü  Practical Session: Customizing the S&OP Cycle for a High-Growth, Volatile Product Portfolio

 

Module 18: Change Management for S&OP Implementation

ü  Developing a compelling case for change to launch S&OP

ü  Identifying stakeholders and managing resistance

ü  Communication plan for S&OP adoption

ü  Training and competency development for all participants

ü  Leadership commitment and ongoing reinforcement

ü  Practical Session: Drafting a Change Management Communication Plan for S&OP Rollout

About Our Trainers

 

Our instructors are Certified S&OP Professionals (e.g., APICS CPIM, CSCP) and Senior Consultants, each with over 15 years of hands-on experience designing, implementing, and running Sales and Operations Planning (S&OP) training cycles for Fortune 500 companies across manufacturing, FMCG, and technology sectors. They combine deep expertise in sales forecasting training with real-world leadership in operations and supply chain management.

 

Quality Statement

 

Phoenix Training Center is committed to delivering a premier, integrated Sales and Operations Planning training and sales fundamentals course that is technically rigorous, cross-functionally balanced, and immediately applicable, ensuring participants can successfully implement and run a high-performing S&OP process.

Admission Criteria

ü  Participants should be reasonably proficient in English. 

ü  Applicants must live up to Phoenix Center for Policy, Research and Training admission criteria.

Terms and Conditions

1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free
2. What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.
3. Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.
4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.
5. Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.

Booking for Training

Simply send an email to the Training Officer on training@phoenixtrainingcenter.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.

Or call us on +254720272325 / +254737296202

Payment Options

We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:

1. Groups of 5 People and Above – Cheque Payments to: Phoenix Center for Policy, Research and Training Limited should be paid in advance, 5 days to the training.
2. Invoice: We can send a bill directly to you or your company.
3. Deposit directly into Bank Account (Account details provided upon request)

Cancellation Policy

1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.
2. Participants may cancel attendance 14 days or more prior to the training commencement date.
3. No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.

 

Tailor-Made Courses

We understand that every organization has unique challenges and opportunities as well as unique training needs. Phoenix Training Center offers tailor-made courses designed to address specific requirements and challenges faced by your team or organization. Whether you need a customized curriculum, a specific duration, or on-site delivery, we can adapt our expertise to provide a training solution that perfectly aligns with your objectives.

We can customize this Course to focus on your industry, specific risk profile, or internal stakeholder dynamics. Contact us to discuss how we can create a bespoke training program that maximizes value and impact for your team. For further inquiries, please contact us on Tel: +254720272325 / +254737296202 or Email training@phoenixtrainingcenter.com

 

Accommodation and Airport Pick-up

For physical training attendees, we can assist with recommendations for accommodation near the training venue. Airport pick-up services can also be arranged upon request to ensure a smooth arrival. Please inform us of your travel details in advance if you require these services. For reservations contact the Training Officer on Email: training@phoenixtrainingcenter.com or on Tel: +254720272325 / +254737296202