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.
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.
• Bottoms-up Revenue Analysis
• Cost of Sale Analysis by Role
• Revenue Plan by Channel
• Revenue Plan Risk Analysis
• Revenue Plan Leading Indicator Dashboards