A sales target that is stretching, yet possible to achieve and has the backing of the sales teams; is one that has the maximum chance of success.
Yearly target setting needs agreement and ownership from everyone involved in delivering the sales target.
The sales business planning workshop track achieves this and is used by sales directors and sales managers.
Involving representatives from the sales organisation from pre-sales, account execs, post sales and marketing.
Sales targeting is achieved based on real world feedback from the team on sales capacity, customer demand, production supply capability and financial profit requirements set by the company.
The track
Two versions are available
1) Steady state - To create a sales target and plan that everyone agrees is achievable, based on current resources, sales offerings and markets. Stretch targets are agreed to allow for over-achievement.
2) Developmental - To work with a statement of profit requirement from the business. The sales department uses the workshop to find a business strategy to win business to make the profit targets. It defines what resources and expenditure is required and highlights the key dependencies and mitigation strategies.
Deliverables
The output of the session is geared to as much or as little as the business requires. It could be a simple sales target with decomposition analysis by product, existing customer forecast, new business forecast and strategic marketing plan, or much much more.
Upon completing the workshop each sales person and supporting department leaves with the agreed targets for them and a development plan to make it happen.
This track can be modified to suit you specific requirements. Contact us to see how it can be configured for you.
