The Demand Forecasting And Sales Planning Training Course by The British Academy For Training and Development is designed to equip professionals with the knowledge and practical skills required to improve Demand Forecasting accuracy and align sales planning with business objectives. As part of the Logistics and Supply Chain Training Courses, this programme focuses on developing reliable forecasting processes, improving collaboration across departments, and supporting data-driven decision-making through effective demand planning strategies.

Participants will learn how to apply modern forecasting models, integrate S&OP (Sales and Operations Planning) processes, leverage business analytics, and optimise inventory planning. The course combines practical techniques, forecasting tools, and real-world case studies to help organisations improve customer service, reduce inventory costs, and enhance supply chain performance.

Upon completing this course, participants will be able to:

• Understand the principles and importance of Demand Forecasting.
• Develop effective demand planning strategies.
• Apply quantitative and qualitative forecasting models.
• Integrate forecasting into the S&OP process.
• Use business analytics to improve forecasting accuracy.
• Optimise inventory planning based on demand forecasts.
• Measure and improve forecast performance using KPIs.
• Reduce supply chain uncertainty and inventory risks.
• Strengthen collaboration between sales, operations, and supply chain teams.
• Support strategic business planning with accurate demand forecasts.

Target Audience

This course is suitable for:

• Demand planners
• Supply chain managers
• Sales planning professionals
• Procurement and purchasing managers
• Inventory and warehouse managers
• Operations managers
• Production planning specialists
• Logistics professionals
• Business analysts
• Professionals responsible for forecasting and supply chain planning

Module 1: Fundamentals of Demand Forecasting

• Principles of Demand Forecasting
• Forecasting objectives and business value
• Types of demand
• Forecasting challenges

Module 2: Demand Planning Process

• Developing effective demand planning strategies
• Demand data collection
• Sales and market analysis
• Collaborative planning

Module 3: Forecasting Models and Techniques

• Qualitative forecasting models
• Quantitative forecasting methods
• Time series forecasting
• Causal forecasting techniques

Module 4: Sales and Operations Planning (S&OP)

• Introduction to S&OP
• Cross-functional planning
• Balancing demand and supply
• Executive decision-making

Module 5: Forecast Analytics and Data Management

• Using business analytics
• Data quality and validation
• Forecast accuracy measurement
• Performance dashboards

Module 6: Inventory Planning and Forecast Integration

• Forecast-driven inventory planning
• Safety stock optimisation
• Replenishment planning
• Inventory performance metrics

Module 7: Technology and Forecasting Tools

• Digital forecasting platforms
• ERP integration
• AI and predictive analytics
• Forecast automation

Module 8: Forecast Performance Management

• Forecast error analysis
• Key forecasting KPIs
• Continuous improvement techniques
• Reporting and review processes

Module 9: Risk Management in Demand Planning

• Managing demand uncertainty
• Scenario planning
• Supply chain risk mitigation
• Contingency planning

Module 10: Best Practices in Demand Forecasting

• Industry best practices
• Integrated business planning
• Continuous forecasting improvement
• Case studies and practical applications