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Harvest | Sales Academy
Annual Operating Plan •
Sales Cycle Planning The defined stages of sales planning • Strategic planning – 3 years • Annual operating plan – 1 year • Channel and account plans – 1 year • Internal and external alignment • Track, review and revise - RAG
Identify key business priorities
• Develop key objectives, strategies and activities • Identify key stakeholders, owners and implementers • Customer and initiative prioritisation • Investment and resource planning • Track, review and revise - RAG
Sales Process •
Processes, systems and technology reviewed against best practice – the key steps towards success • Sales team structure – aligning roles, responsibilities with ‘To Be’ State • Short term planning aligned with long term goals
As a result of learning, participants will • Close the gap between business strategy and sales strategy
• Fine-tune their capacity to scenario plan for subsequent years and sales cycles
• Benchmark their thinking and decisions using world-class models of analysis
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Finalise a 100-day project plan
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