Revenue target planning · Sales
Next year's number was picked because it sounded ambitious, not because it was worked out.
A common way to set a target is to take last year's number and add a percentage that feels ambitious. It sounds decisive in the meeting where it is announced, and it rarely survives contact with the first quarter.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
Revenue target planning builds next year's revenue number from the bottom up: existing pipeline, historical conversion, seasonality and new capacity, rather than last year's figure with a percentage added. GullySales builds this once a year and checks it against actual results with you as the year moves on.
We build the target from what your pipeline and conversion history actually support. That means how many enquiries you can expect, how many convert, and what new capacity, products or territories could realistically add. Your sales head can follow the arithmetic and argue with it.
This is built once a year, then checked against results with you as the year unfolds, so it is corrected in time rather than found wrong only at year end.
The problem
Does this sound like your business?
What owners tell us on the first call, in their words.
“The target is last year's number plus a hopeful percentage”
Nobody checked whether the pipeline, the team or the market could actually support the increase before it was announced.
“The sales team privately does not believe the number”
A target set without their input is treated as a formality rather than something to work towards, which shows in effort long before it shows in results.
“Nothing is revisited once the year starts”
The target is set once in January and never checked again until it is missed in December.
What we do
Everything that is included.
Each deliverable, and what it gets you. Nothing here is an extra.
Pipeline and conversion baseline
A clear picture of what your current pipeline and conversion rates would produce if nothing changed.
Growth driver analysis
What new capacity, products, territories or campaigns could realistically add on top of the baseline.
Bottom-up target model
The target built from these components, not from a single top-down percentage.
Team input session
A working session with the sales team so the target reflects what they see in the market, not only what ownership hopes for.
Progress check-in
The target reviewed against actual results at intervals agreed with you, with a clear note on what is on or off track.
Written target document
The final number, with the working behind it, in a document the whole team can see.
How the result is measured
- Target versus pipeline coverage
- Variance to target over the year
- Growth driver contribution to target
- Team confidence in the target
- Forecast accuracy over the year
Recorded as a baseline before work starts, so every later report has an honest comparison.
Who it is for
This is written for you if these sound familiar.
- Businesses setting an annual or quarterly revenue target with no clear working behind the number
- Owners who want the sales team to trust the target rather than dismiss it privately
- Companies planning new hires, products or territories that depend on hitting a specific number
- Sales leaders who inherit a target from ownership with no visibility into how it was built
- Businesses that have missed targets for several periods and want to understand why
Not for
It is not the right fit if.
- Businesses with highly unpredictable, one-off revenue where a bottom-up model has little to work from
- Very early-stage businesses with no sales history to build a target from
How it works
From your first message to the first report.
No open-ended retainer. Every step gives you something in writing.
First
Your brief
You tell us what you need in a few short steps: your business, what you want, where enquiries come from and how they are handled.
After the brief
A conversation and a written scope
We read it, then talk with whoever handles your enquiries. If you want our help, the scope, the fee and the reporting come in writing, and nothing starts before you have read them.
Before work starts
Baseline recorded
The numbers this work is meant to move, such as enquiries, quotations, orders, visits or renewals, written down so every later report has an honest comparison.
After the baseline
The first fix goes live
The fix we agreed to start with is put in place and measured against the baseline, whether that is a reply, a follow-up, a page, a listing or the handover between marketing and sales.
As agreed
Report against the baseline
What moved, what did not, and what changes next, in plain words. How often you get it is set in writing before work starts.
At renewal
Renew on the numbers
The term ends and you decide whether to continue from the results. The length is agreed in writing before anything starts.
How the revenue target planning work runs
- 1
Establish the baseline
We calculate what current pipeline and conversion would produce without any changes.
- 2
Identify growth drivers
We work out what new capacity, products or campaigns could realistically add.
- 3
Build the model
The target is built bottom-up from these components and checked against what the business can support.
- 4
Involve the team
The sales team reviews the target and the working behind it before it is finalised.
- 5
Check progress through the year
We revisit the target against actual results at agreed points and flag where it needs adjusting.
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.
Engagement options
Ways to work with us.
Pick the size of commitment that fits. Every option starts with your brief and a conversation.
Option 1
The conversation on its own
A call after you send your brief. It says honestly whether you need outside help, and many fixes are ones your own team can make.
Option 2
One fix, scoped
Start with the fix that matters most, such as reply time or follow-up. The fee is in writing before anything starts.
Option 3
An ongoing programme
We run the work, report against the baseline, and you renew on the numbers. The term and the reporting are agreed in writing first.
Option 4
Guidance for your own team or agency
We plan, brief and check the work of your in-house team or current agency, instead of replacing them.
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.
Will this always produce a lower target than ownership wants?
How is this different from quota and capacity planning?
What happens if we fall behind the target mid-year?
Do you need our CRM data to build this?
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?
By industry
Revenue target planning, written for your industry.
Related services
Often bought with this, or instead of it.
Read before you buy
- A growth roadmap on one pageA one-page layout for a growth roadmap that sets priorities across offer, channels and capacity, gives each priority an owner and shows how to cut the list when it runs too long.
- Growth vs capacity: when to stop selling and start deliveringA set of capacity checks that tell a small business when to pause selling and fix delivery, so growth does not cost it late orders, rework and customers it worked hard to win.
- How to set sales targets from capacity back to quotaSet the sales target by starting with what you can deliver, working back through conversion rates to the number of meetings and leads needed, and only then dividing it into quotas per person.
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.