Sales Planning

Sales Planning

Sales Planning Jonathan Poland

Sales planning is the process of setting revenue and unit targets for a sales team, and developing a plan to achieve those targets. This process is typically led by sales managers and involves analyzing market conditions, assessing the sales team’s capabilities, and identifying strategies and tactics to achieve the desired sales performance. By creating a detailed sales plan, businesses can ensure that their sales teams are focused on the right goals and activities, and that they have the resources and support needed to achieve those goals. This can help sales teams to be more effective and efficient in their efforts, and ultimately drive better sales performance for the business. Here are the elements.

Situation Analysis
Assessing the current situation with techniques such as a SWOT analysis.

Objectives & Goals
Developing targets.

Strategy
Determining how you will achieve targets. Includes details such as a sales incentive plan.

S&OP
Aligning your plan with operations. For examle, using initial sales forecasts to plan production.

Sales Budget
Developing a budget for the team based on the strategy.

Communicate & Engage
Engage sales teams to communicate strategy and build support for the plan. Make changes to strategy and incentive plan if the team isn’t behind it.

Controls & Monitoring
Implement the plan with controls such as weekly sales meetings and monitoring such as weekly sales reports.

Learn More
Risks of Artificial Intelligence Jonathan Poland

Risks of Artificial Intelligence

Artificial intelligence (AI) has often been depicted in science fiction as a potential threat to human life or well-being. In…

Settlement Risk Jonathan Poland

Settlement Risk

Settlement risk is the risk that a trading counterparty will not deliver a security or asset as agreed upon in…

Intangible Assets Jonathan Poland

Intangible Assets

Intangible assets are non-physical assets that have monetary value and are expected to generate economic benefits for an organization. They…

Cultural Norms Jonathan Poland

Cultural Norms

A cultural norm is a shared belief or behavior that is considered to be acceptable or appropriate within a particular…

Beautiful Words Jonathan Poland

Beautiful Words

Beautiful words are words that have a mysterious, wondrous, or charming quality. They can also have a dark or conflicted…

Business Scale Jonathan Poland

Business Scale

Business scale refers to the impact that a company’s size has on its competitive advantage. A scalable business is one…

What is Jevons Effect? Jonathan Poland

What is Jevons Effect?

Jevons paradox, also known as the Jevons effect, is a phenomenon in which an increase in the efficiency of resource…

Brand Management Jonathan Poland

Brand Management

Brand management is the process of creating, developing, and managing a brand in order to build brand equity and drive…

Root Cause Analysis Jonathan Poland

Root Cause Analysis

Root cause analysis (RCA) is a method of identifying the underlying causes of a problem or issue in order to…

Content Database

Search over 1,000 posts on topics across
business, finance, and capital markets.

Collectables Jonathan Poland

Collectables

Collectables, also known as collectibles or antiques, are items that are valued for their rarity, historical significance, or aesthetic appeal.…

Employee Goals Jonathan Poland

Employee Goals

Employee goals are specific targets or objectives that are set for an individual employee in order to align their work…

Productivity Jonathan Poland

Productivity

Productivity is a measure of how efficiently resources are used to produce goods and services. It is typically calculated by…

The Lobbying Process 150 150 Jonathan Poland

The Lobbying Process

Lobbying the government involves a series of steps to effectively communicate your message, build relationships with decision-makers, and influence public…

Test Marketing Jonathan Poland

Test Marketing

Test marketing involves testing different marketing strategies or variations on customers in order to gather data and evaluate their effectiveness.…

Supply Chain 101 Jonathan Poland

Supply Chain 101

A supply chain is the network of organizations, people, activities, information, and resources involved in the production, handling, and distribution…

Customer Needs Jonathan Poland

Customer Needs

Customer needs are the factors that make a product or service valuable to a customer. These needs can be functional,…

Upselling Jonathan Poland

Upselling

Upselling is a sales technique that involves encouraging customers to purchase higher-priced, add-ons, or upgraded versions of products or services…

Supplier Risk Jonathan Poland

Supplier Risk

Supplier risk refers to the risk that a supplier will not fulfill their commitments to an organization, which could result…