Situation AnalysisAssessing the current situation with techniques such as a SWOT analysis.
Objectives & GoalsDeveloping targets.
StrategyDetermining how you will achieve targets. Includes details such as a sales incentive plan.
S&OPAligning your plan with operations. For example, using initial sales forecasts to plan production.
Sales BudgetDeveloping a budget for the team based on the strategy.
Communicate & EngageEngage 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 & MonitoringImplement the plan with controls such as weekly sales meetings and monitoring such as weekly sales reports.
|Overview: Sales Planning|
|Definition||The process of developing sales targets and a concrete plan to achieve them.|