Best Practice Report

Annual Sales Planning: An Operational Guide

March 1st, 2019


Sales organizations often underestimate the level of effort required and the scope of the issues that must be addressed in annual sales planning. When the launch of an organization’s new year plan is delayed, it can result in a frustrated sales force and a loss of momentum in the first quarter. A calendar schedule allows sales planning efforts to begin early and ensures the on-time launch of plans. Here, we align key activities in the Forrester Sales Planning Model to the fiscal calendar to ensure sales leaders know when key planning process activities must start and who should participate in each activity.

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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.