HomeResearch Articles Sales Planning: A Guide for the CSO

Sales Planning: A Guide for the CSO

  • Sales planning is a complex process that aims to prepare the sales function for a successful year by defining objectives, resources and tactics
  • Successful sales planning yields an achievable sales target, the resources required to reach that target, and alignment with marketing and product management
  • The chief sales officer must own the strategic vision, lead planning and alignment discussions, and oversee the detailed plan development conducted by sales operations
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