Annual Planning Part 2
Territory Formation and Equity
Last week we kicked off a multi-week detailing of Annual Planning. As a refresher here’s a breakout of what I like to call the Sales Planning phase.
Last week’s article
Annual Planning Part 1
Building the Annual Operating Plan (AOP) has traditionally been seen as a finance activity. But in my experience it is most effective as a partnership between Go To Market, Product, HR, and Finance. It is truly an opportunity for the company to come together. Annual planning is the process of developing a plan — complete with goals, objectives, and milestones — for the year ahead. Some companies will put together a long range plan (LRP) or a 3 year strategic vision. Think of the annual plan as the first domino of that rolling strategic plan.
Sales planning phases
Account ownership rules
Headcount allocation
Territory Formation and Sales Team Assignment
Initial Revenue Target Cascade
Target Setting
Sales Rep Readiness
CRM Segmentation…
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