For successful sales planning and execution, sales managers need the necessary tools to develop Territory, Account and Opportunity plans that build pipeline and create accurate revenue forecasts.
Putting a cadence behind sales planning and execution helps to guide the management and measurement of your critical-few, high-value sales activities.
Establishing a Management Operating Rhythm® defines the actions, tools and success measures to consistently address:
- Quota Attainment
- Pipeline Health
- Rate of Cross-Sells and Up-sells
- Territory and Account Coverage
- Forecasting Accuracy
Think about it. If you don’t have measurements in place, how can you accurately predict success in your sales execution? Here’s a list of key questions for you to consider regarding your sales planning. Evaluate these questions to see if your team has clear guidance and direction on the following:
Quarterly and Annual Quota Goals:
Do reps consistently achieve the company’s quarterly and annual sales goals? If not, what are the key challenges in that inconsistency?
Key Accounts:
Is there a methodology for determining how to manage and sell to key accounts?
Forecast Accuracy:
How consistent and accurately does your company forecast revenue?
Pipeline Building:
How has your company defined the key steps and support activities for helping reps build pipeline?
Territory Coverage:
How well are your territories assigned and covered by your sales team?
Use your answers to determine the areas you need to focus on in 2013.
Remember, a predictable sales planning process improves territory and account coverage. The result is a better balance between new account sales and existing account up-sells and cross-sells.
Is it time to create a Management Operating Rhythm® for your sales team? Your MOR® will provide you with a common set of processes and tools to help you consistently measure and monitor your Territories, Accounts, Opportunities and Forecasts. For more on how Force Management can help with your sales planning, read about our Command of the Plan® methodology.
