YourSalesManagementGuru by Ken Thoreson, Acumen Management Group

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Creating Your 2012 Sales Plan

It's a little late to begin planning your 2012 sales plan, but in a conversation last week with a reader of this blog, I realized there may be others who have not formalized their 2012 plan. Here are some questions you should consider when you start:

  • What went well in the past year?
  • What did not go well?
  • What are the key drivers?
  • What are the key metrics?
  • What are the risks?
  • What are the opportunities?
  • What are some of the specific factors you will be facing in 2012?
  • What assumptions are you making about the market in 2012?
  • What assumptions did you make about your offerings in 2011? Still true?
  • What assumptions did you make about your company capability in 2011? Still true?

Posted by Ken Thoreson on January 03, 2012


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