Sales Planning Practices

14 September 2021


Sales organizations employ planning in a variety of ways. This research surveys our membership on these wide-ranging practices in order to determine the current “state of sales planning.” In addition to describing current practice, the research will clarify levels of planning effectiveness as currently practiced, determine a set of improvement priorities associated with sales planning, catalog emerging trends, and identify best practice approaches that define high-performing organizations.

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 12 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing sales forces; or who are involved with assessing, communicating, implementing, managing, or optimizing sales planning in their firm. Target participants are involved in executive leadership, strategic planning, sales effectiveness, sales operations, sales leadership, or sales enablement in organizations with at least US$1 million in annual revenue, and directly employing at least 10 salespeople. Firms or individuals that market technology, products, or services to sales organizations as a core offering are not eligible to participate in this research initiative.

Benefits of Participation

Participants receive:
A copy of the findings report on this research topic
An invitation to a Sales Management Association webcast in which summary findings are presented to our audience in November 2021.

Research Timeline

Research closes 20 January 2022
Research report is expected to publish 15 November 2021


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed to any outside parties.

Research Underwriting

This research is made possible in part through the underwriting support of Anaplan.

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