The BSI Sales Planning Module

...importance of Good Sales Planning

With all of the changes in technology and software over the past decade, some things have stayed the same such as the importance of good sales planning. Years ago, the sales mission of many companies was simple; generate business and book sales.

 

Therefore sales professionals went out, briefcase and brochures in hand, and made cold sales calls every day. Did these sales professionals generate business and book sales? Sure, and luck sometimes provided these individuals with someone ready to buy. Eventually these sales professionals learned to plan meetings with their contacts, determine if these contacts had business, and then created plans to get this business.

 

As time passed, these sales professionals continued to improve their planning and today; successful sales teams develop strategies, set goals by market segment, assign responsibilities and sales tasks, create timelines, evaluate the competition, and then, work the sales plan. Never before has sales planning been more important. 

 

The key to successful sales planning is the ability to integrate the top-down plan such as regional targets broken down into individual accounts, as well as the bottom-up plan such as individual account plans aggregated into regional levels.  

 

The purpose of the BSI Sales Planning Module of Tour de Force is to give users the ability to use a structured process for developing and using a sales strategy. The BSI Sales Planning Module allows users to enter sales goals by territories or regions, or by accounts (customers). This module also allows users to create sales goals by product or revenue categories within these territories or regions, as well as for each customer