I am involved in strategic planning for the sales team every month. We start by planning leads, revenue, and incentives while also reviewing the current month's Plan vs. Actual and Target vs. Outcome. We analyze the results and use them to improve the next month's plan.

For example, if we achieve ₹10L revenue and ₹2L in incentives, we study the lead sources and associate performance. If the revenue comes from high-potential leads, it is expected. However, if it comes from low-potential leads, we analyze the student grades and course selections. Based on these insights, we plan lead distribution, setting daily targets for associates according to lead potential and sources.

We also consider unused (churned) leads and add them to the next month's plan. In addition, we work with the marketing team to estimate fresh leads and distribute them among associates. After planning the leads, we finalize the expected revenue from each channel and get approval from business heads.

Once finalized, we assign sales targets, adding 30% to the revenue plan. These targets are divided into fortnightly goals. We also run incentive simulations to ensure incentives do not exceed 10% more than the previous month. Targets are assigned based on experience—tenured associates get higher targets, while new joiners get lower targets. This process is repeated each month.