Achieving S&OP Success: How Principles of Team Effectiveness Can Help

Research output: Contribution to journalArticlepeer-review

Abstract

We know that Sales and Operations Planning (S&OP) is a cross-functional process, bringing a company's demand- and supply-side people together to reach consensus on the demand forecasts and operating assumptions. The participants typically engage in a series of meetings across each month, and the process outcome is determined by how effectively the individuals collaborate within the team. As Scott Ambrose writes here, principles of team effectiveness have been widely studied, but not applied previously to S&OP. Scott's article examines how recognition and implementation of these principles can improve S&OP collaboration and performance.
Original languageAmerican English
JournalForesight: The International Journal of Applied Forecasting
StatePublished - 2016

Keywords

  • sales and operations planning
  • cross-functional teams
  • sales forecasting
  • collaboration
  • team effectiveness

Disciplines

  • Business
  • Business and Corporate Communications
  • Organizational Behavior and Theory
  • Sales and Merchandising

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