Avoid this Annual Planning Pitfall
If you are a revenue leader at a company over $5M in ARR, you are either entering annual planning or procrastinating the start of it. Having done annual planning for almost 15 years as a sales leader, I have identified and worked to avoid the 2 worst parts of annual planning…waking up in a couple months knowing the 3 months of annual planning you did are in no way apparent in what you are currently doing, and having the plan you helped create be the thing that gets you fired.
Why Does Annual Planning Suck?
Annual planning was one of the most frustrating parts of my job when leading sales at Outreach. Why?
Lack of urgency → 3 months to think through what we need to do next year? That was always crazy to me. Total focus for a few days will lead to something much better we snail crawl our way to over months of time.
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