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BSF / Modules / Sales Planning
Module 06

Sales Planning System

The sales plan is built bottom-up — from the location and the manager

Module objective

Build a sales plan that actually gets executed, because it’s assembled bottom-up rather than handed down.

Problems it solves
  • The sales plan is handed down "from above" and isn’t met
  • No decomposition by location, manager or channel
  • The marketing budget isn’t tied to ROI
  • Product mix isn’t factored into planning
What’s included

Module composition Sales Planning

Revenue Plan

A 12-month B2B+B2C plan · growth % · actuals entry

Decomposition

Traffic × Conversion × Ticket = bottom-up revenue

Channels

9 channels · marketing ROI · budget

Locations

B2C locations + B2B managers · individual plans

Products

10 products · margin · product mix · priority

How it works

Process flow

  • 01 Principle: the plan is built bottom-up — from the location, the manager and the product
  • 02 The sum of individual manager and location plans rolls up into the company plan
  • 03 Channel budgets are tied to actual ROI, not a marketer’s gut feel
  • 04 Product mix sets priorities by margin, not just by revenue
Result

What the owner gets

Sum of individual plans = the company plan. The plan becomes manageable, not a "wish number".

Connections to other modules
Case

The module in action

"Snizhna Panda"

A new sales department structure, a sales budget and trade-marketing activities.

+30% sales
Next step

Find out if your business needs the Sales Planning module right now

A BSF Audit will show implementation priorities across all 9 system modules.

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