Research Perspective

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Five Best Practices for Sales Planning:

Establishing the Foundation for Successful Outcomes

The Importance of Sales Planning

Launching and running a sales program without careful planning is a recipe for failure. Effectiveness in sales starts with planning. To be successful, planning must involve a range of stakeholders from various roles, use a systematic process, incorporate all relevant information and be supported by capable software designed for this purpose. Furthermore, everyone who participates in sales-related activities including dealing with quotas and territories should provide input for sales planning. Without broad participation the likelihood of unforeseen mistakes increases and anyone who is excluded may not fully buy into the plan and its execution.

Our benchmark research on next-generation business planning finds that typically the sales forecasting process is not managed well: Only 13 percent of participating organizations said they manage it very well; the largest percentage (40%) said they manage it just adequately.



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