The Coaching Effect Blog

EcSell Institute Research Focus: Sales Planning

Posted by Jaime Davis-Thomas

September 15, 2009


borderplanning meeting

One of the things that is often top of mind during the final quarter for sales management executives is planning for next year. EcSELL Institute defines the Planning Pillar as

"establishing structured plans for sales departments, divisions, regions and individual territories. Provide a systematic methodology for touching prospects and clients, leading to attainment of departmental objectives and increased revenue.  This Pillar also includes the development of the most effective meeting formats and agendas to meet the needs of sales management and producer."   More on the Pillars Here

The following information is critical to making your 2010 sales plans. 

What's Worth Reading about Planning

Current Trends in Sales Force Compensation and Management


by Watson Wyatt Worldwide, Inc.

Companies appear cautiously optimistic as signs of an economic recovery begin to emerge. A large majority of companies expect revenue growth in 2010, with more than half of those respondents projecting growth above 6 percent. Correspondingly, more than half of the survey respondents expect sales goals and quotas to increase in the next fiscal year. (more...)

What Leaders Must Do Next

in Gallup Management Journal

It’s going to be a long, grueling road ahead for CEOs and senior executives -- even if the economy turns the corner. Here’s how leaders can manage the many challenges they’ll face. (more...)

Sales Planning for the Sales Manager

by Derby Management

This model provides you with a number of sales management planning ideas and a variDerby Sales Planning Modelety of operating templates that can be used by you and your Sales Representatives in preparing your operating Sales Plan for this year.


Derby Management suggests that the 10 key steps to sales planning are:

  1. Summarize Your Objectives
  2. Identify the Strategic Objectives
  3. Assess Prior Sales Performance
  4. Segment Your Customers
  5. Set This Year's Objectives
  6. Develop Territories Action Plans
  7. Develop Key Accounts Plans
  8. Measure and Monitoring Results
  9. Establish your Annual Sales Planning Cycle
  10. Write the Executive Summary

Happy planning!

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