Vision Report

Optimize The Role Of Sales In Aligned Revenue Planning

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

February 15th, 2022
Robert Munoz, VP, Principal Analyst
Robert Munoz VP, Principal Analyst
With contributors:
Steve Silver , Marcel Bourre , Robin Whiting

Summary

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.

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