Brewery Brainby Central Coast Analytics Find out if we can help

← Sales Focus

  1. Every week
  2. Planning
  3. Before each meeting

A plan built from your story, and tools to test ideas whenever you need them.

For a lot of sales teams, setting the plan and the goals is a major spreadsheet exercise, often lasting several weeks, and when the numbers miss, it's hard to say whether it was the team or the market.

The teams I talk with want a plan they can explain to the CEO and CFO in a few sentences, goals each rep sees as fair, and a clear answer, week by week, on whether it's working.

The Plan starts with your story: where your team is and where it needs to go. We work through it together, and I help turn it into the numbers:

  • the gap to ownership's number, agreed before anyone picks an initiative
  • each initiative sized from what your team did this year
  • goals at every level that add up, from each rep to the whole team, with the reason written on each rep's goal

You sign off on the story and the numbers together, and from then on those goals are what the Spotlight tracks every week.

The Plan stays open after the goals are set, as an interactive explorer on updated data, there whenever a question comes up: testing a price change, changing the sales mix, or working through a distributor change. Try it out and see the likely results before you commit to an action.

The Plan on a demo brewery, from the sales leader's story to every rep's goal, in about two minutes. Every account, person and number is sample data.
  1. Step 1 of the sample plan: Sam's story, each sentence numbered, and what that becomes in numbers
    Sam's story, in his words (written for the demo). I help turn each sentence into numbers, and every number ties back to its sentence.
  2. Step 5 of the sample plan: the gap to close, $685,179, five initiatives against it, and $214,670 left to close
    The gap to ownership's number, closed one initiative at a time. If the initiatives don't close all of it, the plan is honest about what's still open.
  3. Step 6 of the sample plan: the room in the goals, and every rep's goal rolling up to their manager's and the company's
    Every rep's goal rolls up to their manager's and to the company's. If every rep hits theirs, the sales leader hits theirs.
  4. Maya's 2027 goals in the sample plan: 35,730 cases, 1,393 below 2026, with the reason written above it
    Maya's goal sits below what her territory sold this year, on purpose, and the reason is written next to it.

Have goals to set, or a decision to work through? Find out if we can help

Let's talk about where you want to take sales from here.

If your reps are spending Mondays in depletion reports, or you're finding out about a slipping account a month late, you're feeling this already.

The first step is a 30-minute conversation. We'll talk through how your team decides where to focus today, and where better information could help.

Find out if we can help

Or email me at jeremy@centralcoast-analytics.com