Sales plan
A sales plan that actually works for B2B SaaS
A sales plan isn't a spreadsheet with a revenue target and some actions underneath.
A working sales plan defines which deals you'll close in the period, from which pipeline, through which process, with what weekly rhythm and what role split.
I build that plan with you based on what's actually in your pipeline, not what could be there in a perfect world.
What a good sales plan contains
Four things, in this order: a defensible revenue target, the pipeline math that shows how you get there, a sales process with clear stages, and a weekly rhythm so you don't discover on the last day of the quarter that it won't land.
For B2B SaaS it all hangs on your sales cycle. Months between first call and signed contract, touchpoints, conversion per stage. Only when those numbers hold do you know how much pipeline you need.
A good plan fits on one page. Everything else is appendix.
When this fits
- You've set revenue targets but have no plan for how to hit them
- Your pipeline coverage swings between 2x and 6x per quarter
- Your SDR and AE work hard but don't know what has to land each week
- Your investor wants predictability, you have enthusiasm
When it doesn't fit
- You want a template, not someone to work through it with you
- You have no history yet to base the sales cycle on
- You want HubSpot reports, not decisions
How the plan comes together
Week 1
Analysis of current pipeline, conversion per stage, average deal size and sales cycle. We work backwards to what you actually need to hit your target.
Week 2
Plan on one page. Targets per quarter, pipeline goals, sales process with qualification criteria and a clear split between you, SDR and AE.
Week 3 and on
Install the weekly rhythm. Pipeline review, deal review, forecast call. So every Monday you know whether you're on track or need to course-correct.
Not sure the strategy underneath holds? Start with the GTM consultant approach.
Frequently asked
What are the stages of a B2B sales cycle?
Usually six: prospect, first call, qualification, demo or deep dive, proposal, contract. Each stage needs exit criteria, otherwise deals stick. For SaaS deals of 10K to 50K ARR cycles typically run 6 to 12 weeks in NL.
How far ahead should a sales plan look?
One year at high level, one quarter in detail. Further out is guessing. Recalibrate every quarter based on what's actually in pipeline.
What's good pipeline coverage?
For B2B SaaS with a 25 percent win rate, target 4x coverage per quarter. Less gets tight, more usually means pipeline is inflated with deals that won't close.
Do you build it in HubSpot, Salesforce or a spreadsheet?
The plan itself is tool-agnostic. Execution lives in your CRM, HubSpot, Pipedrive or Salesforce. What matters more than the tool is that stages, properties and reports reflect reality.
From target to plan to pipeline
A sales plan that works is one you use every Monday. Book a session and we'll build it together.