Frameworks to Assess Your Annual Plan (And Never Miss Targets Again)
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So, you’ve built your annual plan, and Q1 comes to an end… but do you know why you hit, exceeded, or missed your number? Well-defined annual plans cover the volume of required leads and wins, the velocity and timing of leads to support our revenue targets, and the value and cost of every lead, opportunity, and offering. It can feel like searching for a needle in a haystack when trying to explain why our performance differed from our plan, but measuring and managing against these key metrics allows us to create targeted strategies that capitalize on the good and respond to the bad. Join our session to get your arms around the 3Vs Framework that will help you make the annual plan WORK!
- Volume: Did we produce the targeted number of leads? How does projected deal count compare to actuals?
- Velocity: Were those leads produced in time and in accordance with our targets? How does our sales cycle compare to our target assumptions?
- Value: How does our actual annual contract value or sales price compare to our assumptions? Did we achieve our pipeline targets within the timeframe specified in our plan?