Best Practice Report

Annual Sales Planning: An Operational Guide

March 1st, 2019

Summary

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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