S&OP经典书籍连载：企业销售与运营计划

In his review of the best practice standards, he has concluded that he must take responsibility and process ownership in order for the process to be implemented successfully. He cannot delegate ownership or responsibility. Delegation will ensure that the process fails.

在对最佳实践标准的审查中，他得出结论，他必须承担责任并拥有流程所有权，才能成功实施流程。他不能下放所有权或责任。委派肯定会使流程失败。

He understands that the process involves multiple levels of management through the pre-reviews of product development, demand, supply, and finance. However, these reviews alone will not ensure that constraints that could prevent the company from achieving its objectives will surface.

该流程涉及到通过产品开发、需求、供应和财务的预先审查进行的多层次管理。然而，单凭这些审查并不能确保阻碍公司实现其目标的约束就浮出水面。

By ensuring that company initiatives are integrated in the process, the key constraints will truly surface. This will involve reviewing the priority, status, and resources committed to company improvement projects at least once per month in the executive sales and operations planning meeting.

通过确保公司的方案在这个流程中得到整合，关键的制约将真正显现出来。这将涉及至少每月在执行销售和运营计划会议上审查一次公司改进项目的优先级、状态和资源。

Ross, in his role as general manager, does not personally want to handle all the details of the sales and operations planning process. He does want a process to be developed in which he has ultimate confidence that it is working properly.

作为总经理，罗斯本人并不想处理销售和运营计划流程的所有细节。他确实希望开发这样一个流程，并会给他信心，流程运行得井井有条。

Ross recognizes that a sales and operations planning coordinator must be selected to work out the details and ensure that the process is working and improving. Consultants have advised him that, except in large corporations, the coordination position is not a full-time job. The logical candidates for this position are the demand coordinator, the supply coordinator, and the financial review coordinator.

罗斯认识到，必须选择一名销售和运营计划协调员来制定详细信息，并确保流程有效并得到改进。顾问们告诉他，除了大公司，协调职位不是全职工作。这个职位的逻辑候选人是需求协调员、供应协调员和财务审查协调员。

The sales and operations planning coordinator will ensure that reconciliation and problem solving occur.

销售和运营计划协调员将确保协调和解决问题。

The consultants have further advised him that in the early stages of the implementation, the sales and operations planning coordinator also serves as the project leader for the sales and operations planning implementation. Once the process is implemented, the sales and operations planning coordinator serves as the facilitator of the ongoing process.

顾问进一步建议他，在实施的早期阶段，销售和运营计划协调员还担任销售和运营计划实施的项目负责人。一旦流程实施，销售和运营计划协调员将作为正在进行的流程的推动者。

The role of the general manager during the implementation is to serve as process owner and implementation champion. The general manager is personally responsible for the successful implementation and operation of the sales and operations planning process.

总经理在实施过程中的角色是充当过程所有者和实施倡导者。总经理亲自负责销售和运营计划流程的成功实施和运营。

Ross stops and takes a deep breath. “How are we doing?” he asks. “Any questions?”

罗斯停了下来，深吸一口气。“我们怎么做？“他问。“有疑问吗？”

No one answers for a moment. Finally, Anita Cooper, the purchasing manager, asks, “How are you able to stand there and recite all of that?” Ross smiles and says, “Through years and years of experience in implementing sales and operations planning in many companies. I take your question as a compliment. Thank you.”

暂时无人回答。最后，采购经理安妮塔·库珀问道：“你怎么能站在那里背出所有这些内容的呢？”罗斯微笑着说，“通过多年在许多公司实施销售和运营计划的经验。我把你的问题当作一种谬赞。谢谢。”

Ross continues by saying that it is important to have a picture of what a successful process looks like. When the process has been implemented successfully, all of the participants have an appropriate level of understanding and Commitment.

罗斯继续说，了解一个成功的流程是什么样子很重要。当流程成功实施时，所有参与者都有一个同等适当的水平和认知和理解。

In any successful process, at any instant in time, there is an agreed-upon company plan. The plan was agreed upon in the last sales and operations planning cycle. It was agreed upon through consensus and acceptance of accountability and commitment to a bookings plan, sales/shipment/demand plan, production plan, inventory plan, customer lead-time/backlog plan, new product development plan, company initiative plan, and the resulting financial plan.

在任何成功的流程中，在任何时刻，都有一个统一的公司计划。该计划是在上一个销售和运营计划周期中达成的。通过协商一致并接受对预订计划/销售/出货/需求计划/生产计划、库存计划、客户交货期/积压计划、新产品开发计划、公司倡议计划以及由此产生的财务计划的责任和承诺，达成一致。

“We use one set of operating numbers to manage the business,” Ross says. “We operate under the principle that we will all do what we say we are going to do. This means we will achieve the current plan or advise if it cannot be met and clearly understand the reasons why.”

罗斯说：“我们使用一组运营数字来管理业务。”“我们的运作的原则是，我们都会按照我们所说的去做。这意味着我们将实现当前的计划或建议，如果它不能得到满足，并清楚地了解原因。”

He pauses. The executive team members nod their heads, indicating that they understand these fundamental principles.

他停顿了一下。执行团队成员点头表示他们理解这些基本原则。

Ross explains that as the general manager, he expects to spend four hours or less once a month in the executive sales and operations planning meeting. He expects that the pre-review meeting steps will have identified the changes to the current, previously approved plan. The rest of the month, he should be free to do the things that provide the greatest benefit to the company. This rarely includes Micromanagement.

罗斯解释说，作为总经理，他希望每月花四个小时或更少的时间在执行销售和运营计划会议上。他期望，预审会议步骤将确定对当前、先前批准的计划的变更。在这个月的剩余时间里，他应该可以自由地做那些为公司提供最大利益的事情。这不包括微观管理。

He expects that normally forty-eight hours prior to the executive sales and operations planning meeting, he will receive a package of material. Ideally, he would prefer that the material be e-mailed to him. He also expects that prior to the meeting, the sales and operations planning coordinator will brief him to highlight the issues, concerns, decisions that will need to be made, and direction required to be given.

他预计，通常在执行销售和运营计划会议前48小时，他将收到一堆材料。理想情况下，他更愿意将材料通过电子邮件发送给他。他还希望在会议之前，销售和运营计划协调员将向他简要标明问题、关注点、决定以及需要给出的指导。

Peter Newfeld, the product development/engineering director, interrupts. “Our e-mail system is not yet reliable. Do you recommend other approaches?” “Twenty years ago, when this process was first developed, e-mail did not exist,” Ross notes. “Any method of getting the information to the meeting participants that works for you is okay.”

产品开发/工程总监皮特纽菲尔德打断。“我们的电子邮件系统还不可靠。你能推荐其他的办法吗？”“二十年前，当这个过程第一次开发时，电子邮件并不存在，”罗斯指出。“任何向会议参与者提供适用于您的信息的方法都可以。”

Ross pauses and steps back from the table. “Let me digress for a moment,” he says. “At some point today, some of you must have had the desire to say, ‘We already do this.’ And my response is, ‘Of course you do.’”

罗斯停下来，从桌前上退了下来。“让我离题一会儿，”他说。“在今天的某个时刻，你们中的一些人一定想说，‘我们已经做到了。’我的回答是，‘当然，你做到了。’”

He tells the group members that they already perform most of the functions that were introduced today. However, they are done independently and separately — not as an integrated, synchronized process and not as a team.

他告诉小组成员，他们已经完成了今天介绍的大部分功能。然而，它们是独立和单独完成的——不是作为一个集成的、同步的过程，也不是作为一个团队。

Picture any team sport. The players must work together as a team to win. Whether it is football, baseball, basketball, doubles tennis, volleyball, or soccer, long-term success is based upon working together.

想象一下任何团体运动。运动员必须团结一致才能获胜。无论是足球、棒球、篮球、双打网球、排球还是足球，长期的成功都是建立在精诚合作的。

“Sales and operations planning is about taking all those things you already do, filling in the things you do not currently do, and integrating them. Keep it simple. It really is organized common sense,” Ross says.

“销售和运营计划是指把你已经做的所有事情都做了，填上你目前没有做的事情，并将它们集成起来。保持简单。这真的是有组织的共识，”罗斯说。

He takes a deep breath and asks if there are any questions. Mark Ryan is surprised that his team has no questions. Then he notices Ross’s behavior. After asking if there were any questions, he immediately looked down at the computer and began flipping through visuals. His head was down. His body language said not to ask him any questions. Earlier today, when he asked a question, he would walk into the center of the room. Mark concludes that Ross knows they are behind schedule and does not want any questions asked.

他深吸一口气，问是否有问题。马克·瑞安很惊讶他的团队没有任何问题。然后他注意到罗斯的动作。问完是否有问题后，他立即低头看了看电脑，开始浏览图。他的头低下了。他的肢体语言在说不要问他任何问题。今天早些时候，当他问一个问题时，他会走进房间的中心。马克明白，罗斯知道他们进度落后，最好不问任何问题。