Sales Planning: The Production Plan

September 12th, 2019

With contributor:

Steve Silver

Summary

In sales, a production plan defines how much must be produced (bookings) each month and quarter and how many resources (sales headcount) are required. Production planning begins with a baseline view from the prior year and then factors in material changes in sales mix, sales capacity, and operational performance to derive a detailed breakdown of expected revenue or bookings. This report outlines how to build and operationalize a well-aligned sales production plan that guides sales leaders and their stakeholders on a path toward delivering on goals.

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