The Three-Part Framework for Building Next Year's Sales Plan
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The Three-Part Framework for Building Next Year's Sales Plan
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Have you built your sales plan for next year?
As fourth-quarter planning season approaches, many professional services firms fall into the trap of setting arbitrary top-down financial targets or simply crossing their fingers and hoping for the best. To build a predictable, growing firm, doer-sellers need a realistic bottom-up sales plan that grounds abstract growth strategy in real dollars and cents.
In this episode of Breaking BizDev, John and Mark introduce a Three-Part Framework—a visual, structured approach that connects day-to-day revenue execution with long-term sales strategy.
In this episode, you'll learn:
- Why billing work differs from steering long-term growth
- How to sort work into Committed, Probable, and Possible pursuits
- Why doer-seller ownership creates higher accountability
- How revenue layers map to delivery, sales, and marketing
- When to revisit and refine your plan without overreacting
CHAPTERS:
00:00 A Wakeup Call
01:09 Revenue vs Sales Planning
05:23 Different Sales Plan Approaches
07:18 Three Bucket Framework
09:04 Committed Revenue
12:28 Probable Revenue
15:35 Possible Revenue
25:18 Build Your Sales Plan In Q4
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