The Sales Revenue Planning Worksheet You’ve Been Asking For

A while back, a client approached me wanting step-by-step help with annual revenue planning and matching marketing activity to goals. “Sure, I’ll send you some bullets on how to do that!” I said. But there’s a little more to it than that, right? Needless to say, this conversation presented a need that called for a solution. Wouldn’t it be useful to have a worksheet that assists in revenue planning based on business-specific goals and data-driven objectives?

Indeed, when you establish a logical set of objectives your planning strategy becomes more efficient. That is why we created the Sales Revenue Planning Worksheet. In a nutshell, this interactive worksheet calculates a planning assumption of leads needed, based on your inputted sales data and revenue goals. You can then use this information to plan an effective marketing strategy. After all, the best strategies begin with the end in mind.

Here’s a quick walkthrough on how to use our Sales Revenue Planning Worksheet:

  1. Annual New Revenue Goal

Start by entering your Annual New Revenue Goal in the space provided at the top of the worksheet. This number should reflect the amount of money your company needs to cover expenses, pay salaries and be profitable.

  1. Revenue Goal Breakdown by Typical Deal Sizes

Next, the worksheet will help you break down that revenue goal by typical deal sizes. You’ll need to input typical deal values for small-, medium-, and large-sized deals. Then input how many deals of each size you project to win. Keep in mind you’ll likely win more small deals than larger ones, so we’ve included those assumptions.

Pay attention to the cross-foot which compares your breakdown and annual goal. Adjust your projected deal counts until there’s a zero in the cross-foot cell, meaning the breakdown and the total agree.

  1. Planning Assumption of Leads Needed

In this final step, you’ll need to enter data for expected conversion rates and deal close rates. Start with your expected conversion rate from leads to intro meetings, then from intro meetings to deals. Finish with your expected deal close rate. The worksheet will calculate in reverse the total deals needed in your sales funnel, the number of intro meetings required, and all the way down to leads needed to reach your goal.

Once you have this planning assumption of leads needed, marketing plans can be made efficiently. Using data-driven sales objectives and calculated goals, you’ll be able to develop a solid growth strategy and set your business up for success.

Ready to try it out for yourself? Download the worksheet here