The sales process will help determine the performance measurements of your sales organizations. As such, with proper Resource Planning, you will be able to determine what additional resources may be required, how to deploy your existing resources and what resource development or training is required.
Based on this data, recommendations can be made such as:
- Current and future staffing requirements
- Optimum activity level for your sales team
- Quota allocations
- Territory realignments
- Support requirements
- Channel strategies
With these answers in hand, it is possible to develop realistic business projections for future years to come, since they are based on actual results and can produce defendable revenue plans.