Top Down Methods

1. Top Down Methods Corporate Directive: grow by X% Current year sales plan Grow by X % Sales plan for next year Corporate Growth Directive = Corporate Directive: grow by X% Current year sales plan by sales person Grow by X % for each rep to hit Corp. goal Sales plan by sales person for next year Corporate Growth Directive =

2. Bottoms Up Method Sales plan by each rep Accountability & buy in from Sales Customer specific sales plan Query sales team about sales for each product line by customer Corporate Directive: grow by X% Negotiate better terms & deliveries with vendors Product line sales plan Material Forecast Educated & informed decision (cap ex, labor, etc) about production requirements needed to satisfy customer demand Capacity Planning