Dynamic Sales Planning

Traditional sales planning is a static annual process that sets a company’s course and defines its goals for the fiscal year. Market, buyer, and organizational dynamics are accelerating the need for firms to accommodate plan adjustments, requiring greater agility so they can respond to rapid external and internal changes effectively, minimizing risk and maximizing opportunity. Companies that shift to a dynamic sales planning process can more effectively manage necessary changes during the year to ensure that they achieve planning goals. This report introduces the concept of dynamic sales planning, which builds on the annual sales planning process to increase a firm’s ability to optimize results.