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7 Types of Sales Planning

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Sales planning is the process of developing sales targets and a concrete plan to achieve them. This is a sales management activity that is used to plan a year or quarter for a sales team. The following are common elements of a sales plan.

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 example, 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.
Overview: Sales Planning
The process of developing sales targets and a concrete plan to achieve them.
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