{"id":8648,"date":"2021-08-05T13:24:03","date_gmt":"2021-08-05T17:24:03","guid":{"rendered":"https:\/\/plnr.io\/?p=8648"},"modified":"2022-02-01T11:33:36","modified_gmt":"2022-02-01T16:33:36","slug":"sales-driven-planning-primer","status":"publish","type":"post","link":"https:\/\/plnr.io\/sales-driven-planning-primer\/","title":{"rendered":"A Primer on Sales-Driven Planning"},"content":{"rendered":"[vc_row type=”full_width_background” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” bg_color=”#ffffff” scene_position=”center” top_padding=”60″ bottom_padding=”2%” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” id=”philosophy” overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none” shape_type=””][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” tablet_text_alignment=”default” phone_text_alignment=”default” bg_image_animation=”none” enable_animation=”true” animation=”fade-in-from-bottom” border_type=”simple” column_border_width=”none” column_border_style=”solid”][nectar_highlighted_text color_type=”regular” highlight_color=”rgba(0,0,153,0.4)” style=”half_text” delay=”200″]\n
Referred to as the \u201clocal experience\u201d, Marketplace Reality becomes a critical element of planning your business in chaotic or disruptive market conditions; companies can\u2019t expect the future to be a projection of the past and their planning cannot be built using historical trends.<\/p>\n
Planning processes and tools have to enable the organization to survey and reflect marketplace reality in a rapid, efficient, and scalable manner.<\/p>\n
We believe your Sales, Marketing, and other customer-facing teams are the most in tune with your Marketplace Reality and should be key contributors to your overall planning activities.<\/strong>[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” text_align=”left”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” bg_image_animation=”none” enable_animation=”true” animation=”fade-in-from-bottom” border_type=”simple” column_border_width=”none” column_border_style=”solid” delay=”300″][vc_column_text]\n This approach to planning puts the Sales organization in the driver’s seat to overall planning for the organization, with clearly defined markets (often translated into new and existing sales territories), a sales coverage model, and a clear set of defined investments to grow within these markets.<\/p>\n With each sales territory, the Sales team focuses on existing customers and new prospects to define their growth plan. Account Plans now include more concrete financial and non-financial KPIs that become the focus. Necessary sales activities become a critical component. Resources needed by Sales to achieve the desired growth can be aligned at either a territory or account level.[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” text_align=”left”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” bg_image_animation=”none” enable_animation=”true” animation=”fade-in-from-bottom” border_type=”simple” column_border_width=”none” column_border_style=”solid” delay=”300″][vc_column_text]\n The organization needs to operate with a single, collaborative plan that aligns all the strategies and resources in order to deliver the desired growth.<\/p>\n While Sales can reflect their strategies within the plan, resources to support the plan comes from Marketing, Operations, and other customer-facing teams.<\/p>\n The Sales-Driven Planning approach creates a full alignment of resources across the organization.[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row][vc_row type=”full_width_background” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” bg_color=”#ffffff” scene_position=”center” top_padding=”5%” bottom_padding=”5%” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overlay_strength=”1″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none” shape_type=””][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” tablet_text_alignment=”default” phone_text_alignment=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid”][vc_row_inner column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” text_align=”left”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” bg_image_animation=”none” enable_animation=”true” animation=”fade-in-from-left” border_type=”simple” column_border_width=”none” column_border_style=”solid”][nectar_highlighted_text color_type=”regular” highlight_color=”rgba(0,0,153,0.4)” style=”half_text”]\n [vc_row type=”full_width_background” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” bg_color=”#ffffff” scene_position=”center” top_padding=”60″ bottom_padding=”2%” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” id=”philosophy” overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none” shape_type=””][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none”…<\/p>\n","protected":false},"author":3,"featured_media":8241,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[90],"tags":[],"yoast_head":"\nSales-Driven Approach<\/h4>\n
Single, Collaborative Plan<\/h4>\n
A Sales-Driven Planning<\/em> approach helps an organization easily (a) identify the \u201cGap to Target\u201d, and (b) focus on \u201cGap mitigation\u201d strategies and concrete actions.<\/h4>\n[\/nectar_highlighted_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner equal_height=”yes” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” text_align=”left”][vc_column_inner column_padding=”padding-3-percent” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”top-bottom” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/2″ tablet_width_inherit=”default” bg_image_animation=”none” enable_animation=”true” animation=”fade-in-from-bottom” border_type=”simple” column_border_width=”none” column_border_style=”solid”][vc_column_text css=”.vc_custom_1643720849518{padding-right: 10% !important;}”]Most companies rely on their Finance team to identify and analyze the \u201cGap to Target\u201d and outline mitigation strategies at a high level. It is often very difficult to convert these strategies into action for the respective Sales, Marketing, Operation teams. As a result, the \u201cGap to Target\u201d grows as the fiscal year progresses and other mitigation actions are taken, such as budget freezes and cuts which lead to more stress on the organization having to perform with fewer resources.[\/vc_column_text][\/vc_column_inner][vc_column_inner column_padding=”padding-3-percent” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”top-bottom” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/2″ tablet_width_inherit=”default” bg_image_animation=”none” enable_animation=”true” animation=”fade-in-from-bottom” border_type=”simple” column_border_width=”none” column_border_style=”solid” delay=”100″][vc_column_text css=”.vc_custom_1643720951116{padding-right: 10% !important;}”]Instead, the focus should be placed more on anticipating \u201cGap to Target\u201d and developing the \u201cGap mitigation\u201d strategies through your forecasting activities within the front-line of Sales, Marketing, and Operations. This bottom-up build approach provides leadership not only an actionable and confident plan endorsed by their front-line teams, but also an informed roadmap to better deploy its resources when it comes to investments in Sales, Marketing, and Operations.[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” top_padding=”5″ bottom_padding=”5″ text_align=”left”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” bg_image_animation=”none” enable_animation=”true” animation=”fade-in-from-bottom” border_type=”simple” column_border_width=”none” column_border_style=”solid”][image_with_animation image_url=”8838″ animation=”Fade In” hover_animation=”none” alignment=”” border_radius=”none” box_shadow=”none” image_loading=”default” max_width=”100%” max_width_mobile=”default” margin_top=”5%” margin_bottom=”5%”][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row][vc_row type=”full_width_background” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” bg_image=”751″ bg_position=”left top” background_image_loading=”default” bg_repeat=”no-repeat” scene_position=”center” top_padding=”5%” bottom_padding=”5%” text_color=”light” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” color_overlay=”#000099″ overlay_strength=”0.5″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none” shape_type=””][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” tablet_text_alignment=”default” phone_text_alignment=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid”][nectar_single_testimonial testimonial_style=”bold” color=”Default” quote=”What gets measured, gets done!”][\/vc_column][\/vc_row]\n","protected":false},"excerpt":{"rendered":"