A common understanding and implementation guidance for Sales and Operations Execution

Seeling, Marcelo Xavier; Kalla, Christian; Benites, Maryele Vieira de Arruda; Scavarda, Luiz Felipe; Hellingrath, Bernd

Abstract

In uncertain business environments, the realisation of the Sales and Operations Planning (S&OP) plan is challenged due to impactful short-term risks. Herein, Sales and Operations Execution (S&OE) has emerged as a promising solution. However, literature on S&OE is still scarce, revealing a current lack of knowledge of how it works and how it can operationalised. This paper aims to address this gap by developing a framework towards a common understanding and guidance for S&OE. A two-step research approach was followed, embracing expert interviews and a multiple case study. Results should aid firms in implementing S&OE in their real-life settings.