If you’re contemplating an update or revision to next year’s sales plan, the third quarter would be the ideal time to start.

The tasks involved in a proper assessment of your plans include:  satisfaction surveys, last year revenue and profit results, current year-to-date financial results versus plan, external macro-economic factors, market shifts, inventory, next year’s forecasts (internal and external), revised marketing strategy, sales organization structure changes, plan modeling and communications (just to name a few).

In anticipation of the year-end process in the fourth quarter and scheduling multi-departmental meeting at various levels, our experience and our advice is to start the sales plan process before the end of July to ensure adequate resource response.