The SaaS Sales Plan Template You Need

A key part of being a SaaS sales leader is creating an effective sales plan. To do this, you’ll need to have a clear SaaS sales plan template to follow. 

This template should outline all of the key areas of your sales approach, from research to your sales budget and everything in between. It’s your roadmap to sales success. 

Let’s break down some of the key steps and elements that your SaaS sales plan template should involve.

SaaS Sales Plan Template: Steps to Create the Best Template

Creating a SaaS sales plan template is essential for organizing your sales efforts and ensuring the growth of your SaaS business. Here are some steps and tips to help you create the most effective SaaS sales strategy template.

1. Executive Summary

Start your template with a concise executive summary that provides an overview of your SaaS product, the target market, and the sales objectives you aim to achieve. Any SaaS sales plan template should include this first to provide some context and offer a deeper understanding of what the product is all about.

2. Market Analysis

Documenting thorough market research is a key element of any SaaS sales plan template.

In this section, dive into the details of your target market. Describe the demographics of your potential customers, their pain points, and the competitive landscape. Highlight the key industry trends and opportunities that your SaaS product can leverage.

Outlining this is necessary for guiding things like the channels and messaging you’ll use in your SaaS sales strategy.

3. SWOT Analysis

Conduct a SWOT analysis to evaluate your SaaS product’s strengths, weaknesses, opportunities, and threats. 

This analysis comprehensively explains your product’s competitive positioning and challenges. This information is key for giving your SaaS sales plan a strategic edge.

4. Sales Goals and Objectives

Your SaaS sales plan template should clearly define your sales goals, both short-term and long-term. 

Specify your revenue targets and customer acquisition objectives to provide a clear direction for your sales team. Without goals in place, you won’t be able to evaluate how successful your sales strategy is properly.

5. Sales Strategy

This is the part of your SaaS sales plan template where you elaborate on your overall sales approach. This section should be influenced by everything laid out in the previous steps – like your market research and sales goals.

Discuss your inbound and outbound sales strategies. Share insights about your pricing strategy and positioning within the market to attract and retain customers effectively. You’re laying out the “how” behind your SaaS sales strategy – “how” will you acquire new customers?

Outline the steps your sales team should follow, from lead generation to closing deals. Include key performance indicators (KPIs) at each stage to measure the effectiveness of your sales process.

6. Customer Personas

Create detailed buyer personas in this section of your SaaS sales plan template. These are fictional representations of your target customers.

These personas help your sales team understand your potential customers better and tailor their approach to meet specific needs and preferences.

7. Sales Team Structure

Define the roles and responsibilities within your sales team. Specify the number of sales representatives, their territories, and the quotas they are expected to achieve.

8. Lead Generation

Although not technically a sales role, generating leads is crucial for any SaaS sales cycle. So, it’s something that should be outlined in your SaaS sales plan template.

Detail your lead generation strategies, which may include content marketing, SEO, PPC, and social media. Explain how these strategies align with your overall sales goals.

9. Sales Collateral

List the sales materials your team will use, such as pitch decks, case studies, and product demonstrations. These materials support your sales efforts and help in conveying the value of your product to potential customers.

10. Sales Tools and Technology

Mention the tools and software your team will use for CRM, lead tracking, and communication. Technology is crucial for streamlining your sales operations and ensuring efficient customer management. Using the right sales software not only boosts your sales success but also saves time and makes your sales pipeline easier to manage.

11. Sales Training

Any good SaaS sales plan should include some form of training. This will help you sharpen up new hires and ensure your sales team is operating as best as possible.

Describe the training programs or resources your sales team will have access to. Include ongoing training plans to update your team with product changes and industry developments.

12. Sales Forecast

Create a revenue forecast based on your sales objectives. Break it down into monthly, quarterly, and annual targets, providing a clear roadmap for revenue growth. Your sales goals should be aligned with your revenue forecast.

13. Sales Metrics and Reporting

Identify the metrics you’ll track, such as conversion rates, churn rate, and customer lifetime value. Specify how often and in what format reports will be generated to monitor progress.

14. Sales Budget

Outline the budget for your sales efforts, including expenses for marketing, salaries, and software tools. A clear budget ensures that you allocate resources effectively.

15. Sales Timeline

Create a timeline that maps out key milestones and deadlines for your sales plan. This timeline helps in setting priorities and tracking progress.

16. Testing and Iteration

Even the most rock-solid SaaS sales plan can have its issues. As you start to implement your sales strategy, it’s important that you continually analyze its effectiveness and make changes where necessary.

Describe how you will continually evaluate and refine your sales strategy based on results and feedback. Adaptation and improvement are vital for long-term success.


Remember that your SaaS sales plan template should be a dynamic document that evolves as your business grows and changes. Regularly review and update it to ensure that it remains aligned with your company’s goals and market conditions.
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Brian Cody

VP of Sales Engineering, Clari

Michael Stanczak

VP of Enterprise Sales, illumin

Ryan Splain

Principal Demo Solutions Engineer, Salesloft