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December 1, 2014
How to Avoid Getting Run Over by Next Year’s Revenue Number
By: Andrew Urteaga
How does your organization develop your revenue plan? If it is like most of corporate America, you follow these steps.
This is often the case for many sales managers across organizations. This common theme repeats itself during the annual planning process. You can avoid this problem.
This post is about building a realistic revenue plan. Review SBI’s Annual Research Report here. In the report you learn to define the plan to achieve your revenue goal. Let us review the problem and solution.
Problem
Without a revenue plan, your reps work disjointedly, and the probability of success plummets. Done incorrectly, you risk the chance of having a demoralized sales team. Here are the critical factors missed when thinking about your revenue plan.
Solution
You need to control your own destiny for defining your revenue plan. The plan allows for great execution around your team. There are three major components you need to have in your plan. Review SBI’s Annual Research Report for a comprehensive approach. Below is how you get your boss’s attention.
For most organizations revenue planning for next year might have already occurred. There are two reasons why this exercise is still important. First, is to understand how you will achieve the number next year. Secondly, you will be ready for next year. This will help you establish a number your team can actually hit.
Clients describe Andrew as an industry thought leader. He has deep experience as an executive, having served in multiple positions as a sales leader, with a track record of outstanding performance in F500 companies.
Prior to joining SBI, Andrew held the position of VP of Sales at Avis Budget Group where he was responsible for sales and marketing leadership. He also held a variety of positions with Cintas Corporation, a Fortune 500 multi-national company, including key quota carrying positions in the sales force from sales rep through to executive leadership.
Andrew’s work has included everything from lead generation, campaign planning and sales process to designing complete sales management coaching programs and new compensation plans.
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