SALES PLAN TEMPLATE
Your Sales Plan
[ Company Name ]
[ Period / FY Year ]
[ Prepared by ]
[ Date ]
[ LOGO ]
Confidential | paperflite.com
01 / MISSION AND TARGETS
Where We Are Going
Team Mission
[ One sentence on what this sales team exists to do and why it matters ]
$[ X ]M
Revenue Target
[ X ]
New Logos
$[ X ]M
Pipeline Goal
[ X ]%
Win Rate Target
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02 / TARGET MARKET
Ideal Customer Profile
Industry / Vertical:
[ Fill in ]
Company size (employees):
[ Fill in ]
Annual revenue range:
[ Fill in ]
Geography / Region:
[ Fill in ]
Tech stack / triggers:
[ Fill in ]
Key buying persona:
[ Fill in ]
Market Segments
1
Primary segment
[ Describe this segment — size, why it is a priority, key characteristics ]
2
Secondary segment
[ Describe this segment — size, why it is a priority, key characteristics ]
3
Expansion opportunity
[ Describe this segment — size, why it is a priority, key characteristics ]
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03 / REVENUE TARGETS
Targets and Quotas
Q1
$[X]M
Q2
$[X]M
Q3
$[X]M
Q4
$[X]M
Rep
Quota
[ Rep 1 name ]
$[X]
[ Rep 2 name ]
$[X]
[ Rep 3 name ]
$[X]
[ Rep 4 name ]
$[X]
[ Rep 5 name ]
$[X]
paperflite.com | Sales Plan Template
04 / STRATEGY
Sales Strategy and Methodology
Go-to-Market Strategy
[ Describe the primary strategy — which segments, which channels, which deal types to prioritise this period ]
Sales Methodology
MEDDIC / MEDDPICC
Challenger Sale
Solution Selling
SPIN Selling
Account-Based Selling
Key Sales Plays This Period
Outbound play
[ Target segment, sequence approach, volume target ]
Expansion play
[ Existing accounts, upsell motion, trigger ]
Partner / referral play
[ Channel, partner type, lead sharing model ]
paperflite.com | Sales Plan Template
05 / TEAM
Team Structure and Responsibilities
Role
Core Ownership
Sales Manager
Pipeline oversight, rep coaching, forecast
Account Executive (AE)
Full-cycle selling, closing, expansion
SDR / BDR
Outbound prospecting, qualifying, booking demos
Solutions Engineer
Technical demos, POCs, RFP responses
Customer Success
Onboarding, retention, expansion signals
Headcount Plan
Current headcount:
[ X ]
Open roles:
[ X ]
Target by EOY:
[ X ]
Hiring priority:
[ Role ]
paperflite.com | Sales Plan Template
06 / PIPELINE STRATEGY
Prospecting and Pipeline Plan
Pipeline Math
$[ X ]M
Revenue target
$[ X ]K
Average deal size
[ X ]%
Win rate
$[ X ]M
Pipeline needed
[ X ]
Deals needed
Pipeline Channel Mix
Outbound SDR
[ X ]%
Inbound / Marketing
[ X ]%
Referrals
[ X ]%
Partner channel
[ X ]%
Outreach Cadence
[ X ] touches over [ X ] days
Channels: email, phone, LinkedIn
[ X ] emails per sequence
[ X ] calls per sequence
[ X ] social touches
paperflite.com | Sales Plan Template
07 / TIMELINE
Milestones and Timeline
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
Plan launch
Team kickoff, quotas set
Pipeline review
Q1 review, adjust tactics
Mid-year review
H1 performance, H2 planning
Q3 push
Pipeline sprint, deals review
Annual close
Final push, planning for next year
Key milestones to add:
[ Hiring milestone — role filled by date ]
[ Product launch or feature release affecting sales motion ]
[ Major campaign or event ]
[ Territory expansion or new segment launch ]
paperflite.com | Sales Plan Template
08 / KPIS AND METRICS
How We Will Measure Success
Leading Indicators (weekly / monthly)
Meetings booked per rep
[ X ] / week
Outbound activities
[ X ] / day
Pipeline created
$[ X ]K / week
Demo to proposal rate
[ X ]%
Proposal to close rate
[ X ]%
Lagging Indicators (quarterly)
Revenue attainment
[ X ]%
New logos closed
[ X ]
Average contract value
$[ X ]K
Sales cycle length
[ X ] days
Churn / contraction
[ X ]%
Review cadence:
Weekly:
Pipeline review, activity check
Monthly:
Forecast, KPI scorecard
Quarterly:
Full plan review, target reset
paperflite.com | Sales Plan Template
09 / BUDGET
Sales Budget and Resources
Category
Allocated
Notes
Headcount and compensation
$[ X ]K
Salaries, OTE, benefits
Sales tools and technology
$[ X ]K
CRM, engagement platform, intelligence tools
Events and field marketing
$[ X ]K
Conferences, roadshows, customer events
Training and enablement
$[ X ]K
Onboarding, coaching, certifications
Travel and expenses
$[ X ]K
Customer meetings, QBRs
Contingency
$[ X ]K
10% buffer for unplanned spend
Total Sales Budget
$[ X ]K
paperflite.com | Sales Plan Template
Let's Build
This Plan Together.
[ One sentence reminding the team of the mission and what you are all working toward ]
Prepared by:
[ Name, Title ]
Contact:
[ email@company.com ]
Version:
[ v1.0 — Date ]
Confidential | Free template from Paperflite | paperflite.com