Selecting the right sales planning software can be overwhelming. Everyone claims to have the perfect solution, but most tools lack flexibility and integration. You need a platform that doesn’t just check one box but supports the entire sales planning process from start to finish.
The problem? Many solutions only tackle a single aspect, leaving you with disconnected systems and manual workarounds. So, how do you cut through the noise and find the right fit? Research shows around 50 percent of sales teams use CRM tools, including sales planning tools. Companies that use sales enablement tools see a 13.7% increase in deal size, so it’s worth the investment.
There are thousands of tools for sales teams, but very few tools that tackle all the complicated needs of end-to-end sales planning. Which tool should you choose? We’re here to help you sift through all the tools on the market by offering our top considerations for buying sales planning tools.
Let’s start by establishing your goals for the sales planning process. When it comes to sales planning, you have three basic goals:
- Design a Realistic, Achievable Sales Plan
Your plan should be optimized to pursue the right opportunities, with data-driven insights to guide decisions. - Create a Plan That’s Transparent and Agreed Upon by All Stakeholders
Ensure alignment between top-down goals and bottom-up feedback from your teams, so everyone understands the direction. - Build a Plan With Clear, Validated Assumptions
Base your plan on a realistic understanding of your Total Addressable Market (TAM), sales environment, and recruitment outlook.
Based on these goals, let’s dive into the five considerations that make choosing a sales planning tool easier.
5 Key Considerations When Choosing Sales Planning Software
Now that you’ve set clear objectives, let’s break down the essential considerations that will make your decision-making process smoother.
1. The Sales Planning Process: How Will You Build Your Plan?
Start by evaluating how your sales team will design and execute the sales plan:
- Team Size: Is it just a couple of planners, or do multiple stakeholders from different departments need to collaborate? Your software should cater to your team size and the complexity of your processes.
- Existing Plan vs. New Plan: Are you adapting an existing plan or creating one from scratch? If it’s the latter, you’ll need to include relevant data—financial, historical, and HR records—into your new strategy.
- Sophistication of Your Plan: Do you plan informally, or do you follow a detailed process involving segmentation, role assignment, territory carving, and target setting? Opt for a tool that can handle the complexity of your sales process, whether it’s a simple plan or a robust, detailed one.
- Reporting Needs: Will your organization expect detailed reports on various elements of the plan? Ensure the software allows you to track metrics at every level—team, segment, territory, and individual.
2. Growth and Scalability: Can the Tool Evolve with Your Business?
As your company grows, your sales planning needs will evolve. Consider these factors:
- Projections of Team Growth: As you expand your sales team, the tool should allow you to model these changes and seamlessly incorporate them into your plan.
- Adaptability to Growth: Whether you’re growing quickly or gradually, the software should support continuous adjustments. Look for tools that help you scale with ease and minimize manual work as you grow.
- Dynamic Market Changes: Depending on your company’s stage and market position, your plan may need to be adjusted frequently. A more dynamic company will require a more flexible tool that can accommodate these changes.
3. Data Hygiene: How Does the Tool Handle Data Quality?
Salesforce research found that 80% of business leaders surveyed said that data is a critical component of making decisions, and 73% agreed that data helps reduce uncertainty and helps them make more accurate decisions.
Data quality is crucial—bad data can cost companies millions each year. It’s vital to choose a sales planning tool that:
- Ensures Clean Data: Look for software that integrates with your existing systems to maintain data hygiene and prevent errors.
- Preserves Data Integrity: A great tool should help you implement procedures to prevent data from becoming outdated and ensure your planning process relies on accurate information.
4. Stakeholder Collaboration: How Will Your Team Collaborate?
Sales planning isn’t done in isolation. It involves multiple departments and stakeholders. Here’s what to consider:
- Cross-Department Collaboration: HR, Finance, Marketing, and Sales will all play a role in shaping your sales plan. Ensure that the tool you choose facilitates collaboration and allows for real-time updates and feedback.
- Transparency: Email chains and collaborative documents can only go so far. Look for a solution that provides a centralized platform for all stakeholders to access, review, and provide input on the sales plan.
5. Segmentation: How Will the Tool Adapt to Market Changes?
Markets and territories change rapidly, so your sales planning software should help you stay agile. Ask yourself:
- Market Adjustments: As your company enters new markets (geographical or product-related), you’ll need a tool that easily supports these transitions, including segmenting accounts and managing territories.
- Customization and Flexibility: Choose a tool that allows you to reassign reps based on changing account sizes, territories, or sales strategies. Customization ensures your sales plan remains accurate and adaptable to market fluctuations.
Why Excel Doesn’t Cut It for Sales Planning
Though Excel might seem like a simple solution, it falls short when it comes to comprehensive sales planning. Here’s why:
- Limited View: Excel’s two-dimensional grid makes it hard to pivot between different segments, teams, and territories without losing clarity.
- Inefficient for Scenario Building: Excel doesn’t allow for scenario planning or easy adjustments, making it tough to analyze different “what if” situations.
- Lack of Continuous Improvement: Unlike dedicated sales planning tools, Excel doesn’t support process refinement over time, which means your sales plans aren’t evolving based on past learnings.
The Best Sales Planning Tool for Your Team
The right sales planning software will not only streamline your process but also empower your team to scale, collaborate, and adapt as needed. Key considerations—such as the complexity of your sales process, the need for real-time collaboration, data hygiene, and market flexibility—will guide your decision-making.
By choosing a tool that meets these needs, you’ll ensure your sales team is equipped with the best resources to achieve growth and success.
Want to see how Fullcast’s sales planning software can help your team? Contact us for a demo and see how our platform can simplify your sales planning process.
