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.

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

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…

Data Breach Jonathan Poland

Data Breach

A data breach is a security incident in which sensitive, protected, or…

What Is Requirements Quality? Jonathan Poland

What Is Requirements Quality?

Requirements quality refers to the extent to which the requirements for a…

Niche Market Examples Jonathan Poland

Niche Market Examples

A niche is a specific group of consumers who have distinct preferences…

Blockchain Jonathan Poland


Blockchain is a type of distributed database that allows multiple parties to…

What is Stagflation? Jonathan Poland

What is Stagflation?

Stagflation is a period of high inflation, low economic growth and high…

Bias for Action Jonathan Poland

Bias for Action

Bias for action is a mindset or approach that emphasizes the importance…

Benchmarking Jonathan Poland


Benchmarking is the process of comparing the performance of a business, product,…

Analysis Paralysis Jonathan Poland

Analysis Paralysis

Analysis paralysis, also known as “paralysis by analysis,” is a phenomenon that…

Management by Exception Jonathan Poland

Management by Exception

Management by exception is a management technique that involves automating standard processes…

Jonathan Poland © 2023

Search the Database

Over 1,000 posts on topics ranging from strategy to operations, innovation to finance, technology to risk and much more…

What are Finished Goods? Jonathan Poland

What are Finished Goods?

Finished goods are products that have completed the manufacturing process and are…

Examples of Transparency Jonathan Poland

Examples of Transparency

Transparency refers to the practice of openly and honestly disclosing information to…

Target Market Jonathan Poland

Target Market

A target market is a specific group of consumers that a business…

Chief Executive Officer Jonathan Poland

Chief Executive Officer

The Chief Executive Officer (CEO) is the top administrator of an organization,…

Restructuring Jonathan Poland


Restructuring is the process of reorganizing or reshaping an organization in order…

Product Innovation Jonathan Poland

Product Innovation

Product innovation refers to the development and introduction of a product or…

Expectancy Theory Jonathan Poland

Expectancy Theory

Expectancy theory is a motivational concept that suggests people are motivated by…

Turnaround Strategies Jonathan Poland

Turnaround Strategies

A turnaround strategy is a plan to rescue an organization, department, or…

What is a Self-Replicating Machine? Jonathan Poland

What is a Self-Replicating Machine?

Self-replicating machines are robots or nanobots that are capable of producing copies…