As a Fractional VP of Sales preparing for 2025, my focus is on ensuring that my clients’ sales teams are not only ready to hit the ground running come January 1st but also motivated and aligned with their company’s strategic goals. The following are the key areas that I’m prioritizing to set my clients’ sales teams up for success in the new year:
1. Sales Compensation Plans (Deliver by Early December)
One of the most important tasks is finalizing and communicating next year’s compensation plans by early December. This ensures that every team member understands exactly how they will be compensated well before the new year begins. Compensation is a powerful motivator, and it’s essential that our plans encourage growth and performance.
Why I encourage uncapped commissions? Capped incentive plans limit earning potential, which in turn caps the company’s growth. I want to see their teams aim for more, not just hit quotas but surpass them. By implementing uncapped commissions, companies encourage their reps to push beyond their comfort zones, driving higher-than-average growth. This not only motivates top performers but also boosts overall employee retention and empowerment, as everyone feels they have control over their earnings.
2. Prioritizing Strategic Projects for FY25
It’s critical that we look beyond just hitting sales targets for 2025 and focus on strategic projects that will contribute to long-term success. This means:
Technology Upgrades: Implementing new tools or upgrading current systems to increase sales efficiency, such as enhanced CRM capabilities, AI-driven lead intelligence, and better data management tools.
Resource Planning: If we need to scale up, adding new team members or reshaping territories to better align with market opportunities should be on the radar now and not a reaction later in the year. It is critical to budget the needs and ensure the business is prepared to act when necessary to support their growth initiatives.
Key Initiatives: Aligning with cross-functional teams (marketing, product, customer success) to ensure Sales goals and their department’s efforts are unified. This might include launching new products or entering new markets that we’ll need to plan for strategically.
3. Skills Building as a Strategic Investment
A sales team is only as strong as the skills they bring to the table. That’s why upskilling needs to be an essential part of my client’s strategy for 2025. Especially in small businesses, where resources can be limited, investing in the right skill development can make a significant difference.
Between now and the end of the year, I encourage and help conduct a thorough assessment of my client’s sales organization, identifying areas where team members need improvement. This could include product knowledge, negotiation tactics, or customer relationship management. I’ll be working with HR to design an ongoing training program (e-learning, role play activities, coaching and on the job activities) that addresses these needs so we can build a stronger, more adaptable team ready to deliver the growth needed for my clients.
4. Forecasting with Granularity
Forecasting is a key part of the strategic planning process, and it’s not enough to look at overall revenue targets. Granularity is critical. I encourage and coach my clients to break down their forecasts into detailed segments, including territories, verticals, markets, SKUs, service offerings, customers, and other critical elements. This allows them to allocate resources and attention where they are most needed.
Without granular forecasting, sales reps can easily focus on areas they’re comfortable with, which may not align with the company’s larger vision. Detailed forecasting helps ensure everyone is on the same page and focused on the areas that will drive the most growth in 2025. By setting clear priorities now, we can avoid misaligned efforts in the new year.
Timeline and Key Tasks
October
Begin discussions with leadership and finance teams about sales compensation plans.
Conduct a skills gap assessment across the sales team.
Initiate strategic planning sessions with cross-functional teams to align on 2025 initiatives.
Start building a detailed sales forecast, breaking down revenue targets identified as critical contribution segments
November
Finalize the need and identification of technology enhancements and if possible, start to test any new technology or tools to be implemented in 2025.
Create and refine compensation plans, ensuring they are motivating and aligned with growth objectives.
Begin designing upskilling programs based on the skills gap assessment.
Present strategic project plans, including resource allocation and technology investments, to leadership for approval.
Early December
Deliver final compensation plans to the sales team by December 1st. This includes one-on-one meetings with each rep to ensure they fully understand the new structure and their targets.
Complete final sales forecasts and communicate territory and vertical priorities to the team.
Launch any final preparations for new product or market initiatives, ensuring sales is aligned with marketing and product teams.
December
Provide final training sessions or briefings on new tools and processes for 2025.
Conduct team meetings to go over 2025 goals, expectations, and any key initiatives.
Ensure every sales rep knows their focus areas, compensation, and what is expected of them starting January 1st.
By focusing on these areas and sticking to this timeline, we’ll ensure that the sales team enters 2025 fully prepared, motivated, and aligned with the company’s goals. This sets us up not only for a strong start to the year but for sustainable success throughout 2025.
At Tidewater Solutions Group, LLC, we specialize in providing Fractional VP of Sales and Revenue Advisory services, tailored to help small to mid-sized businesses achieve sustainable growth and success. Whether you're looking to refine your sales strategy, optimize processes, or drive revenue, we’re here to support your goals. To learn more about how Tidewater Solutions Group can assist your business, contact Shawn Dunahue, CSL, at sdunahue@tidewatersg.com or 941-320-2131. Let’s work together to take your business to the next level.
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