CRM, lead flow and sales techniques · Sales enablement and the marketing-sales agreement
Cost the dream line by line and the revenue target stops being a guess.
A vision to revenue goal turns a picture of the business you want, such as your own office and a twelve-person team, into a yearly revenue number, a monthly number and a count of deals. This page covers the cost sheet, the arithmetic and the check that your team believes it.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A vision to revenue goal turns a picture of the business you want, such as your own office and a twelve-person team, into a yearly revenue number, a monthly number and a count of deals. This page covers the cost sheet, the arithmetic and the check that your team believes it.
An owner in Pune says that in two years the firm will have its own office, twelve people and a second city. Ask what turnover that needs and the answer is a round figure picked because it sounds ambitious. Nobody has added up what the office, the twelve salaries and the second city will cost.
This page does that adding. You write the vision in one paragraph that sales and marketing share, list every yearly cost of reaching it, set the margin you want to keep, and work backwards to revenue. The same sheet then converts revenue into average deal size and the number of deals you must close.
The owner holds the pen, with the accountant at the table for the cost lines. The sales head and the marketing lead split the resulting goal between them, so the number lands on two desks, not one. If an agency does your marketing, its fee is a cost line and its leads are part of the goal.
It sits ahead of the lead target calculator, which takes this revenue number and works out how many enquiries you need, and it does not replace a full yearly plan.
Where this sits
Topic 1 of 13 in crm, lead flow and sales techniques: sales enablement and the marketing-sales agreement. What sales and marketing agree on so leads move cleanly between them.
- The topic after
- Personas and positioning
If you want this done for you
Next year's number was picked because it sounded ambitious, not because it was worked out.
The work
What this is actually like.
“Test the vision on outsiders”
Explain the vision in five minutes to two people who are not in the room, a supplier or a friend in another trade. If they cannot repeat it or look bored, your team will not be moved by it either. Rewrite until a stranger can say it back.
“Cost salaries as CTC, not as take-home”
A rep who takes home a given amount costs the firm more once employer contributions, bonus and leave pay are added. Use the CTC figure from the offer letter, and ask your CA which statutory lines apply to you, since rules differ by state and change.
“Work out revenue from the margin, not on top of it”
If costs are ₹90 lakh and you want to keep 10 percent of revenue, revenue must be 90 divided by 0.9, which is ₹100 lakh, not ₹99 lakh. People add the margin to costs and land short. Use your own figures; these are only an illustration.
“Keep revenue before GST”
Revenue goals mixed with GST overstate what you earn, and the deal count then looks easier than it is. Take sales and average deal size from invoice values excluding GST, every time.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
Vision paragraph
One paragraph both teams agree on: the office, the headcount, the cities, the year. Plus a line recording who you tested it on and what they said back.
Result: Finished when two outsiders have repeated it to you in their own words.
Cost table
Rows for CTC, statutory contributions, rent, tools, marketing, travel and everything else, with a yearly figure each, and the target margin at the bottom. The accountant checks the totals.
Result: Finished when the accountant has signed the total and no cost sits under miscellaneous.
Revenue goal sheet
Last year's revenue and deals closed go in; the sheet gives average deal size, the yearly and monthly goal, and the deals needed to hit it. Show the gap against last year in rupees and in deals.
Result: Finished when anyone can say how many extra deals a month the vision needs.
Team goal split
The monthly goal divided between sales, marketing and, if you have one, customer care, with a name against each line.
Result: Finished when each lead can state their own line without opening the sheet.
Belief check
An unsigned slip asking each rep to score I believe this goal is reachable from one to five, with the average written on the sheet.
Result: Finished when the average is recorded and, if it is low, the goal or the timeline has been changed.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
What if our current revenue is far below the goal?
Do I need an accountant for this?
How is this different from a sales target?
Should the goal include new products or cities?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of sales enablement and the marketing-sales agreement
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.