Optimize The Role Of Sales In Aligned Revenue Planning

A Best-In-Class Approach To Guide The Sales Planning Process

February 15th, 2022
With contributors:
Steve Silver, Marcel Bourre, Robin Whiting


Annual sales planning is a challenging but critical process that B2B organizations must complete before the start of each fiscal year. This process aligns corporate goals and objectives to assigned sales goals and sets up the organization to successfully execute and achieve those goals. An optimized planning process drives alignment among functional planning stakeholders. In this report, we outline the importance of aligning sales with marketing, product, and customer engagement in the annual planning process, enabling sales, sales operations, and sales enablement leaders to develop aligned sales plans.

Want to read the full report?

This report is available for individual purchase ($1495).

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.