PHASE 1: REVENUE PLAN

Define the plan for how you are going to achieve your revenue goal.

 

By having a granular understanding of where your revenue will come from and if the goal is realistic, you have a better chance of achieving your revenue target. Many revenue plans are built from a top-down assessment of last year’s number. The sales leader needs to have a clear vision into where that number will come from, what is standing in their way, and what new opportunities are available.

Rapid Diagnostic

1. You have a financial model that summarizes how you are going to make the number.

2. You have a financial model that summarizes the costs associated with making the number.

3. You know how your revenue breaks down across market segment, customer segment and sales channels

4. You know the Key Performance Indicators (KPIs) that you need to measure to know you are on track.

5. You have an execution plan that details what you will do in pursuit of the revenue goals.

6. You know what resources are needed to make your number and when they need to be hired and productive.

7. You use a consistent and scalable budget methodology that is best suited for your business (Percentage of Revenue, Competitive Benchmarking, Objective-Based, Affordability, etc.).

8. You know how you will track spending to ensure you are on track to make your number.

9. Your desired return on sales investment has been defined and communicated to the leadership team.

10. Your sales budget has been developed so you can meet your revenue goals.

Deliverables

• Bottoms-up Revenue Analysis

• Cost of Sale Analysis by Role

• Revenue Plan by Channel

• Revenue Plan Risk Analysis

• Revenue Plan Leading Indicator Dashboards

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Company Self-Evaluation Tool
August 21 2019
Company Self-Evaluation Tool
VIEW
Inside Sales Sniff-Test
August 19 2019
Inside Sales Sniff-Test
VIEW
Customer Experience Interlock Tool
August 13 2019
Customer Experience Interlock Tool
VIEW
previous
1 of 128
right
Loading...
Sales Strategy
How a Marketing Leader Normalizes Outbound
As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is outbound marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how outbound is the new normal....
Read More
Sales Strategy
How to Organize Your Sales Force to Generate More Revenue
Have you found that your revenue trends haven’t increased with your sales expense? Are you waiting for Sales Ops to provide you some analysis before you take action? Let me save you some time and let you know where you...
Read More
Sales Strategy
Are CEOs Focusing on the Right Sales Opportunities?
Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a...
Read More
Sales Strategy
How a CEO Drives Revenue Growth with Digital Strategy
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth.   With so many definitions and ideas of what a digital strategy is and how to implement one, companies find it difficult...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS