The Planning pillar turns strategy into a scalable, well-run sales engine. It is delivered through the S.P.R.I.N.G. Management System™ which provides the templates and know-how so that your team have the right roles, workflows, motivation and operating rhythm to perform consistently.
Effective planning removes chaos and aligns people around the right opportunities. It creates the management discipline required to increase deal sizes, improve qualification and build a predictable, repeatable sales function that grows with the business.
SUB-SYSTEM: THE S.P.R.I.N.G. MANAGEMENT SYSTEM
The S.P.R.I.N.G. Management System defines the essential building blocks of a well-run, scalable sales organisation. It gives your team the structure, rhythm and support to consistently meet and exceed targets.
S — Structure
A clear sales organisation design with defined roles, responsibilities, territories and reporting lines.
P — Process
Documented, repeatable workflows - from lead generation to qualification, pursuit, closing and handover - ensuring consistency and control.
R — Recruitment
Hiring the right people, onboarding them effectively and continually building the capability of the team.
I — Incentives
Compensation plans, rewards, recognition and motivation systems that reinforce the right behaviours and outcomes.
N — Nurture
Ongoing development through coaching, training, mentoring and skill-building - helping people grow into high performers.
G — Governance
Operating rhythm, KPIs, pipeline reviews, forecast checkpoints and accountability mechanisms that keep the team aligned and on track.
Implementing a robust sales management system offers:
- More predictable performance from a motivated, aligned and consistently improving team
- Potential for larger, more complex deals
- Smoother handovers to delivery/Customer Success.
