Sales Management Association report: Sales planning practices

Still using manual sales planning processes? Inefficient, slow, and error-prone planning processes hurt performance and miss revenue opportunities. You need effective sales planning to achieve growth goals – because growth doesn’t just happen.

A new report from the Sales Management Association (SMA) drives these points home. SMA’s research found that companies with effective sales planning are over four times more likely to achieve their sales objectives.
Read the report to learn about: How and why sales planning processes are ineffective The impact of poor planning processes The current state of sales planning Various sales planning approaches and their effectiveness Sales planning improvement priorities
Emerging trends in sales planning Best practices in planning from successful sales organizations

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We effectively leverage scenario planning and modeling to build a comprehensive sales strategy and remain agile with quickly accessible contigency plans
No - we don’t currently require this Not yet - but we have begun to think about this Yes - we have some systems in place, but a way to go yet Almost there - still room for improvement Yes - we are fully able to do this with our existing infrastructure

We are able to accurately forecast revenue at the speed demanded by leadership, and share timely projections with relevant stakeholders across the business (Finance, HR, Supply Chain, etc.)
No - we don’t currently require this Not yet - but we have begun to think about this Yes - we have some systems in place, but it's still a manual process Almost there - still room for improvement Yes - our sales forecasts are accurate and easily accessible

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