The Three-Part Framework for Building Next Year's Sales Plan

Have you built your sales plan for next year? As fourth-quarter planning season approaches, many professional services firms fall into the trap of setting arbitrary top-down financial targets or simply crossing their fingers and hoping for the best. To build a predictable, growing firm, doer-sellers need a realistic bottom-up sales plan that grounds abstract growth strategy in real dollars and cents.  In this episode of Breaking BizDev, John and Mark introduce a Three-Part Framework—a visual, structured approach that connects day-to-day revenue execution with long-term sales strategy. In this episode, you'll learn: Why billing work differs from steering long-term growth How to sort work into Committed, Probable, and Possible pursuits Why doer-seller ownership creates higher accountability How revenue layers map to delivery, sales, and marketing When to revisit and refine your plan without overreacting CHAPTERS: 00:00 A Wakeup Call 01:09 Revenue vs Sales Planning 05:23 Different Sales Plan Approaches 07:18 Three Bucket Framework 09:04 Committed Revenue 12:28 Probable Revenue 15:35 Possible Revenue 25:18 Build Your Sales Plan In Q4 Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7