Summary
Sales planning often lacks adequate data and insight to accurately inform and guide planning decisions, goal setting, and sales execution. Sales and sales operations leaders need an insights-driven approach that leverages sufficient data, derives actionable insights, and generates relevant outputs that optimize the entire sales planning process to make it more effective. This report defines the planning elements that inform goal setting and performance expectations, explains how insights can be derived and applied, and introduces a framework for deploying insights-driven sales planning.
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