PHASE 1: REVENUE PLAN
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.
- You have a financial model that summarizes how you are going to make the number.
- You have a financial model that summarizes the costs associated with making the number.
- You know how your revenue breaks down across market segment, customer segment and sales channels
- You know the Key Performance Indicators (KPIs) that you need to measure to know you are on track.
- You have an execution plan that details what you will do in pursuit of the revenue goals.
- You know what resources are needed to make your number and when they need to be hired and productive.
- You use a consistent and scalable budget methodology that is best suited for your business (Percentage of Revenue, Competitive Benchmarking, Objective-Based, Affordability, etc.).
- You know how you will track spending to ensure you are on track to make your number.
- Your desired return on sales investment has been defined and communicated to the leadership team.
- 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