While finance teams adapt financial plans, marketing teams must adapt, too. Sales planning refers to the many activities that revolve around managing and improving sales teams. These include outlining quotas, defining marketing territories, and other such activities. If these actions are not in alignment with company goals and activities, then there will be a major problem. Leverage the articles below to find ways to push your sales planning forward.
Sales commission expense forecasting is a critical part of the budgeting process for finance teams. As essential as it is for fiscal responsibility, it’s also a challenge for many businesses. How can business executives accurately predict future spending with such…
It’s a fact that technology-catalyzed market disruptions have become a regular feature of the business landscape. The 21st century has cast off old, geographically bound sales territory models in favor of smarter, more agile, market-segment–driven systems of planning. Much of…
The pandemic and the uncertain times after it have taught us that we must work with greater flexibility and be ready to face the unexpected. In the modern world, agility takes precedent over the familiar static planning processes of yesterday. This…
If you want to put your sales reps in a position to succeed, then you need a cohesive sales territory plan. A great sales territory plan will help your organization get the most out of platforms like Salesforce. By implementing…
Arguably the biggest challenge sales leaders face, year-after-year, is sales quota allocation. Even with the absolute best sales compensation design plan, a poor quota allocation methodology can ruin it all. This means that determining accurate and effective quotas is of…
Key Aspects of Sales Planning As we have made very clear in the past, gone are the days of static planning. Businesses cannot afford to be caught off guard as changing business environments send company plans out the window and…
Calculating sales capacity is relatively straightforward, but the stakes are high, and failing to get alignment on a solid sales staffing plan means you’ll be scrambling to match your headcount with top-line targets. And even if you start early (e.g., in Q3…
