Annual sales-plan workbook

This annual sales-plan workbook gives a company-level planning view with separate retention, expansion and new-business choices. It compares the resulting plan with the revenue target and records the sales resources assigned to each segment. Use it when finance and sales need to see whether their stated choices add up, before turning the plan into more detailed territory or account documents.

What to enter

The sample plans calendar 2027 from a comparable 2026 revenue base. Enter opening revenue, retention rate, incremental expansion and new business recognized during the planning year. Enter the target, sales FTE and cost per FTE for the same year. Retained revenue, planned revenue, target gap and resource cost are calculated columns. A fractional FTE is valid when the plan deliberately allocates part of a person.

Use the workbook

1. Set one planning period and recognition basis for all segments. Reconcile the opening revenue to the completed source period before adding growth assumptions.
2. Enter retention, expansion and new business without including the same customer uplift twice. Assign resources to the work the plan expects.
3. Review the company target gap and segment gaps, agree owners for unresolved assumptions and retain a dated copy at each formal review.

Keep the amber inputs separate from the pale blue calculation columns. The worksheet has 20 prefilled detail rows, from 13 through 32. If you need more records, extend every affected formula and summary range together, then check a first, middle and final row. Save a dated working copy before replacing the sample.

The synthetic example

Enterprise retains 92% of its $4 million opening base, then adds $500,000 expansion and $800,000 new business. Its planned revenue is $4.98 million against a $5.2 million target. Across three segments the sample plan is $10.105 million, leaving a $595,000 target gap. Eighteen sales FTE at the stated segment costs total $2.04 million. These inputs are a planning example, not Covirage customer results.

How the results update

Retained revenue equals opening revenue times retention. Planned revenue is retained revenue plus the two incremental growth components. Target gap is target less planned revenue, so a positive gap means the current choices fall short. Resource cost is FTE times cost per FTE. Blank rates and rates outside zero to one are marked incomplete, and the company summaries become n.a. until the affected inputs are usable.

Limits and a useful next step

The workbook is a plan, not a probability-weighted sales forecast. It does not calibrate retention, simulate rep ramp, allocate territories or establish when orders become revenue. Resource cost omits delivery costs, overhead, commissions and any items not included in your cost-per-FTE input. Use detailed source assumptions and review actual results on the same basis. The narrower forecast and territory templates retain those separate jobs.

For the underlying method, read sales planning. sales projection covers the adjacent question. If you want to review the required fields and one reporting output, discuss your setup. Views depend on your records and agreed definitions.