Sales Planning

Sales Planning

Before you finalize your revenue goals you need to look at your traffic goals, lead goals, quote/ proposal goals sales goals and finally revenue goals. Sales are tightly integrated operation with talent and technology, whilst it has been quite important it could be only achieved by a conjoint effort of marketing. The key ingredients on planning are lead generation, account management and account development, the culmination of all these activities need to provide you a predictable stream of qualified leads. New client acquisition system can be successful either through referrals or heavy marketing efforts. You would need to have target audience criteria set   like the industry, revenue size, employee count, locations etc. Though you would work effectively on your funnel without adequate marketing/ digital marketing leads you would not be able to function.

Your forecasting should not ignore marketing forecast or you will be struggling to back fill your pipeline and not able to sustain consistency in the revenues achieved.

While planning you would need to consider external factors like environment, seasonality, risk, demand planning, supply planning, political etc.
You could also watch sales planning video.

Happy Selling!