02 — Capability · BC-430.10
Sales Strategy & Planning
Decide where sellers spend their time and what each is expected to produce, so coverage matches the market and targets add up to the plan without double counting.
- Sales Planning
- Territory Planning
- Go-to-Market Coverage
In scope
- Territory and account assignment
- Quota and target setting
- Headcount and capacity planning for the sales force
- The selling method and stage definitions everyone uses
Out of scope
- Setting the revenue plan itself (see BC-220)
- Deciding which channels to use for which segments (see BC-440)
Decomposes into · 4
- BC-430.10.10Territory & Coverage DesignDivide the market into territories and segments, assign sellers to them, and rebalance when potential and capacity drift apart.
- BC-430.10.20Quota & Target SettingTranslate the revenue plan into targets per seller, team and period that are stretching, reachable and reconciled to the total.
- BC-430.10.30Sales Capacity PlanningModel how many sellers, in which roles, are needed to hit the plan given ramp time and attrition, and feed the answer to hiring.
- BC-430.10.40Sales MethodologyDefine the stages, exit criteria and qualification questions every opportunity passes through so pipeline data means the same thing everywhere.