The Sales Planning Toolkit

Best Practice Research To Guide The Sales Planning Process

October 6th, 2023
With contributors:
Cristina De Martini , Christian Jibilian , Michael Belden


The sales planning toolkit helps sales leaders and sales operations leaders align, build, implement, and manage sales planning. Sales planners can use the research in this toolkit to inform and guide the business alignment, functional interlock, and execution readiness phases and steps of the sales planning process, which are consistent with the three phases of the aligned revenue planning process. This toolkit is organized by key topics focused on annual sales planning but also guides aspects of continuous planning. Sales planners should strive to build optimized sales plans that are aligned with the company goals and set up the organization for success.

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