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.
You could also watch sales planning video.
Happy Selling!
