2021 Sales Planning Toolkit

September 21st, 2020

Summary

Sales planning requires careful reflection, calculation, and coordination to increase the likelihood of a successful year. An absence of discipline during the sales planning process is often the culprit when sales goals are not achieved. The global pandemic and recession of 2020 will continue to have a significant impact on sales results and planning for 2021. In this report, we introduce the Forrester Sales Planning Model, which sales leaders and sales operations can use to develop a comprehensive annual sales plan.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.