Start Preparing For 2026
We are closing in on the dreaded Q4, and with it come two key tasks for GTM leaders: to nail sales in Q4 and simultaneously plan, budget, and prepare for the upcoming year. Our free template for prepping to plan 2026 sales is designed to help you get a head start.
At GTM Club, we know that preparing for next year’s planning and budgeting can be a burden. Here are some action items you can take to prepare for the meeting invitation, email, or Teams message that serves as a starting point for annual budgeting and planning.
We offer six points to stimulate your thinking and help you look ahead. To make this actionable, you can download our updated sales preparation template.
Our 2026 planning prep template (available in Google Docs) is free for all GTM Club members and subscribers.
1. Assess Market Trends and Competitor Moves
Review the latest developments in your market and assess what your competitors are doing. By understanding market shifts, emerging technologies, or up-and-coming regulations, you can anticipate what is needed to stay competitive and the opportunities ahead.
2. Recap Strategic Goals
What are your goals for the current fiscal year and the (known ones) for the next year?
For instance, if you were planning to expand this year into new markets or launch a new product, have you made progress as planned? If not, why and what should be done differently next year? Should something be prioritised, continued as is, or stopped altogether next year? Take a moment to reflect on the smaller goals as well.
3. Forecast for the Rest of the Year
Forecast sales for the remainder of the year to determine your starting position.
Plan for both best-case and worst-case scenarios (this is also strongly related to surviving Q4). Focus on your most important metrics, whether they are revenue, ARR, MRR, or gross margin.
What are your most win opportunities still in 2025? Remember to check with account managers and the customer success team to see if they are aware of any significant churn that may impact your business.
4. Understand Your Sales Pipeline
Very much related to the above. Ensure you understand how your team's sales pipeline operates.
What are your win rates and sales cycles? Without having the latest numbers, you will struggle to calculate how to meet the sales targets you have been given. For example, would hiring an extended SDR team help you?
Sales Velocity:
(Open Opportunities x Average Deal Size x Win Rate) / Sales Cycle Length
5. Sales Process, Tech Stack and AI
This is a new addition for 2026. AI is becoming a critical part of the sales-led growth, so taking a step back and evaluating everything from the sales process to the GTM stack makes sense.
In addition to the changes AI brings, consider what your KPIs tell you. For example, are the handovers between marketing, sales, and customer success seamless? Is your whole GTM organisation working towards a shared goal, or do you have siloed teams?
6. Check the Skillset of Your Team
Consider your team's skillset. Do they possess all the necessary skills to succeed next year, considering all the factors mentioned above? You still have one quarter of this year left, so you can train your team and hire new personnel if needed.
Oh, and regarding Q4 readiness, now is an excellent time to conduct a round of pipeline reviews. You will most likely find both sales process and sales team skillset-related items to add to your list for 2026.
Our 2026 planning prep template is available free of charge to all GTM Club members and subscribers.
Note: This article was originally published on September 15, 2024, and has since been edited for clarity and to reflect the availability of the updated template.
