Sales planning

Published: 24.03.23Sales
Sales planning - what to pay attention to?

Sales planning is the process of developing a strategic plan for achieving sales goals and objectives. It involves setting targets, creating a plan of action, and allocating resources to achieve those targets. A well-executed sales plan is essential for any business looking to increase revenue and achieve sustained growth. In this article, we will discuss the key components of a successful sales plan and how to create one for your business.

Set Sales Goals and Objectives

The first step in creating a sales plan is to set sales goals and objectives. This involves identifying the sales targets for your business, such as revenue targets or sales volume targets. These goals should be specific, measurable, achievable, relevant, and time-bound (SMART) to ensure they are attainable and realistic.

Conduct a Sales Analysis

Before creating a sales plan, it is essential to conduct a sales analysis to identify the strengths, weaknesses, opportunities, and threats (SWOT) of your sales process. This analysis will help to identify areas for improvement and opportunities for growth. The analysis can include a review of past sales performance, a competitive analysis, and an evaluation of market trends and customer behavior.

Define Sales Strategies

Once sales goals and objectives have been set, and a sales analysis has been conducted, the next step is to define sales strategies. This involves creating a plan of action for achieving sales targets. Sales strategies can include marketing campaigns, lead generation strategies, and sales tactics. It is essential to ensure that sales strategies align with the overall business strategy.

Allocate Resources

After defining sales strategies, the next step is to allocate resources. This involves determining the resources required to achieve sales targets, such as marketing budgets, sales team size, and technology tools. It is essential to ensure that resources are allocated effectively to achieve maximum return on investment (ROI).

Create a Sales Forecast

Creating a sales forecast is an essential component of a sales plan. It involves predicting future sales based on historical data, market trends, and sales strategies. This forecast will help to ensure that sales targets are achievable and realistic. A sales forecast can be adjusted as needed to reflect changes in market conditions or changes in sales strategies.

Implement and Monitor the Sales Plan

Once the sales plan has been created, the final step is to implement and monitor it. This involves putting sales strategies into action and monitoring progress toward sales goals and objectives. It is essential to regularly review and adjust the sales plan as needed to ensure that it remains effective and relevant.


Sales planning is a critical component of any business looking to achieve sustained growth. By setting sales goals and objectives, conducting a sales analysis, defining sales strategies, allocating resources, creating a sales forecast, and implementing and monitoring the sales plan, businesses can achieve their sales targets and grow their revenue. A well-executed sales plan can help businesses to differentiate themselves from competitors, increase customer satisfaction, and achieve sustained growth in a competitive marketplace.

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Author Avatar Łukasz Magierowicz

Key Account Manager. Supports customers in the implementation and configuration process of the Firmao system. He has extensive knowledge of CRM systems. He collaborates with customers to understand their needs and help customize the system to their specific requirements.

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