Looking to streamline your sales process and hit revenue targets?

Sales planning tools help you automate workflows, manage sales data, and close more deals efficiently.

In this guide, we’ll review 10 top sales planning software options for sales forecasting, pipeline management, incentive compensation, and more.

Top 10 Sales Planning Tools

1. Clari Forecast
2. Gong
3. HubSpot Sales Hub
4. Pipedrive
5. CaptivateIQ Incentives
6. Highspot
7. Outreach
8. Slack
9. Microsoft Teams
10. CaptivateIQ Planning

What To Consider When Selecting Sales Planning Tools

Finding the right sales planning tools is more than adding another app to your tech stack. You need a sales platform that's:

• Robust enough to grow with your organization.
• Intuitive enough that your sales team will use it.
• Powerful enough to streamline your sales planning.

Here are specific criteria to use when evaluating sales planning software:

Scalability: Supports growth with more users, data, and sales process as your sales team and sales goals expand.

Collaboration: The best sales planning tools enhance collaboration across teams, with real-time updates, sharing features, and user permissions.

User-friendly design: Look for a sales planning solution with intuitive dashboards, simple navigation, and minimal learning curves.

Sales analytics and forecasting: Retrieves data from multiple sources to give accurate sales projections and pipeline health.

Third-party tool integrations: Connects with CRM software, project management tools, and other essential platforms to prevent data silos.

Top 10 Sales Planning Tools

Our list highlights the best sales planning software across key categories like sales forecasting, pipeline management, and incentives.

The good news? Many platforms offer overlapping features, so you can choose tools that meet your business goals without overloading your tech stack.

Sales Forecasting and Analytics

Sales forecasting tools use real-time sales analytics, historical data, and predictive analytics to estimate future sales.

1. Clari Forecast

‍Capterra rating: 4.5/5

Clari Forecast predicts revenue for subscription and consumption models, with robust integrations including Salesforce, Snowflake, and Google Workspace.

Pros:

• Delivers 98% forecast accuracy using predictive analytics and real-time insights.
• User reviews praise the platform's ease of use and straightforward implementation process.

Clari pricing isn’t public. According to software marketplace Vendr, Clari’s average contract value is $158,828.

2. Gong

‍Capterra rating: 4.8/5

Gong's revenue intelligence platform improves sales performance with AI-powered deal management and pipeline insights.

The Deal Likelihood Score, trained on 2.5 billion customer interactions, helps sales teams identify risky deals and optimize conversions.

Gong's buying signals allow for more accurate sales forecasts than just using the data in your CRM.

Pros:

• Gong combines team, deal, and sales pipeline data into one view for easier sales performance management.
• Collect and analyze customer interactions and use the data to generate insights.
• Compare the team’s sales projections to AI with the sales forecast tool.

Gong pricing is user-based and includes a platform fee. While pricing information isn’t public, Vendr puts the average contract value around $105,530.

Sales Pipeline Management

Sales pipeline management tools track deals from lead to close. These tools visualize the location of each prospective client in the buying journey for easier lead prioritization. 

A clear sales pipeline view also lets sales reps know which leads need follow-up, who is close to converting, and where potential bottlenecks lie.

3. HubSpot Sales Hub

‍Capterra rating: 4.5/5

HubSpot’s sales planning software includes a deal pipeline sales leaders can use to monitor sales team and individual rep performance.

Pros:

• Create automated playbooks and pinpoint inefficient sales processes.
• Smart CRM and sales pipeline management tools automate workflows, optimize sales processes, and track your leads.
• User reviews praise the interface for being easy to navigate.

HubSpot offers different pricing models:

• Individual or small sales team: Plans range from free to $100 per month/seat.
• Businesses and enterprises: The cost falls between $100 and $150 per month/seat.

The highest-price plan includes coaching playlists, sequences, and forecasting features. Note that an annual subscription includes a discount.

4. Pipedrive

‍Capterra rating: 4.5/5

Pipedrive is a CRM platform with a sales lead management tool. You can build unlimited customized pipelines and use automation features to trigger specific actions when a lead enters a particular stage.

Pros:

• Identify big opportunities with pipeline management and real-time visibility into sales opportunities.
• Supports more than 400 integrations.
• Use the activity tracking feature to link an action (such as a follow-up email) to a pipeline stage to prevent sales reps from forgetting important steps.

Pipedrive offers five pricing plans ranging from $24 to $129 per seat/month. All subscription tiers include pipeline management.

Each plan comes with a two-week free trial. An annual subscription includes a discount.

Incentive Compensation

Incentive compensation management (ICM) software simplifies the complex process of rewarding sales reps for hitting sales and revenue targets. Use it to:

• Automate commission calculations.
• Minimize manual data entry.
• Provide real-time insights into sales performance.

Sales reps also gain visibility into earnings, motivating them to exceed revenue targets.

5. CaptivateIQ Incentives

CaptivateIQ automates complex commission calculations, saving teams hours spent on manual processes and providing real-time visibility to sales reps.

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With CaptivateIQ Incentives, it’s easy to set up and manage commission rules and structures — no matter how complex — that works with your unique sales strategy.

Pros:

• Collect sales data in real time, integrating with sources such as data warehouses, CRM, HRIS, and ERP systems.
• Automate workflows and easily adapt incentive compensation to meet business needs, revenue goals, and objectives.
• Sellers and managers have a clear overview of commission calculations and sales performance.
• User reviews say the reports are easy to navigate, allowing users to dig into the math behind the commission calculations in case of any confusion.

Request a quote for custom pricing. 

Sales Enablement

Sales enablement tools give sales reps the resources to close deals more effectively. They contain training materials that help sellers stay informed and be persuasive in every interaction.

6. Highspot

‍Capterra rating: 4.6/5

Highspot's sales training, coaching, and content management platform simplifies content governance with features like scorecards that flag outdated materials.

Pros:

• Build sales playbooks and engage buyers with digital sales rooms.
• Conversation intelligence tools help managers optimize training programs to maximize productivity.
• Over 100 integrations to tools such as Zoom, which allows the platform to save meeting recordings and transcripts.

Highspot's pricing model isn’t public. The average contract is valued at $91,460.

7. Outreach

‍Capterra rating: 4.4/5

The Outreach platform includes tools for conversation intelligence and rep coaching. The platform’s AI virtual assistant, Kaia, records meetings and surfaces key insights such as buyer objections.

Pros:

• Pull up relevant content cards during customer interactions helping sales reps answer questions about the product, competitors, or pricing.
• Build a training program with playlists to coach new reps faster.
• Identify action items during calls and save as follow-up items.

Outreach pricing plan isn’t public. The average contract is valued at $95,049.

Collaboration and Communication

With a quick message, you can get instant input from a colleague in RevOps or marketing to move projects along.

8. Slack

‍Capterra rating: 4.7/5

Slack's chat-based collaboration platform allows you to communicate with teams (both internal and external) in channels or talk with coworkers in private chats.

Pros:

• AI search functionality makes it easy to find important conversations.
• AI recaps allow users to stay on top of channel conversations without reading each message.
• Integrates with more than 2,600 apps, so you can connect sales tools, CRM software, contracts, project management tools, and more.

Slack offers four subscription plans, ranging from free to custom pricing for enterprise clients. All paid plans include unlimited integrations, message history, and video and audio meetings.

9. Microsoft Teams

‍Capterra rating: 4.5/5

Microsoft Teams combines video conferencing, chat, and work collaboration. As a Microsoft product, it works seamlessly with the company’s software ecosystem.

Pros:

• Video conferencing with virtual coaching that alerts users when they speak too fast or interrupt another participant.
• Multiple users can edit a file simultaneously (from programs like Word or PowerPoint) within Teams to reduce back-and-forth communication.
• Microsoft’s Copilot chatbot answers questions, summarizes chats, and takes appropriate action depending on the content of a conversation.

As a business user, you can choose from three Microsoft Teams pricing plans. Costs range from $4.00 to $12.50 per user/month.

Sales Territory Management and Quota Planning

Sales territory management software maps out customer regions to assign a number of reps proportionate to the sales opportunity of each region — and make the most of your resources.

Quota planning tools help managers set achievable but ambitious sales targets for their team.

10. CaptivateIQ Planning

‍Capterra rating: 4.8/5

CaptivateIQ Planning is a tool for sales territory management and quota planning. It’s part of the same platform as CaptivateIQ Incentives. You can upload your existing sales territory plan and optimize them further or create them from scratch.

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Pros:

• A territory balance score helps you determine territory coverage and equitability.
• Reps can leave comments and propose changes to a sales territory plan.
• Model different sales strategies before putting them into action with scenario and impact analysis features.

CaptivateIQ offers custom pricing based on your needs. Request a quote.

Elevate Your Sales Tech Stack With CaptivateIQ

The right sales planning tools support companies in building and executing effective sales strategies.

Build smarter sales strategies with tools that automate workflows, optimize quota planning, and simplify territory planning. Book a demo to see how CaptivateIQ helps sales leaders hit revenue targets, motivate reps, and close deals 60x faster.

Sales Planning Tools FAQs

What is sales planning software?

Sales planning software automates workflows, analyzes sales data, and streamlines the sales planning process.

These tools help sales leaders with setting goals and objectives, resource allocation, commission automation, and progress tracking.

Sales planning solutions keep sales teams focused on data-backed sales plans to reach their sales targets and support larger business goals.

What is a sales plan?

A sales plan is a document outlining sales goals, sales strategies and tactics to achieve them, and the resources needed to to drive revenue growth.

How do you create a sales plan?

The sales planning process starts with reliable sales data. Follow these steps to create a sales plan:

• Improve sales data quality by centralizing and regularly auditing for more accurate sales forecasts and insights.
• Automate workflows and data entry to prevent human errors.
• Review recent performance metrics to understand past successes and areas for improvement. Use data analysis to set clear revenue goals and sales goals. Choose initiatives that align with broader business goals and objectives.
• Assess each rep's workload and consider if additional hires or new sales tools can help reach your goals.
• Map sales territories while taking into account each reps’ strengths and keeping assignments equitable.
• When setting sales quotas, consider past performance and forecast realistic growth targets, factoring in target market changes.
• Design a compensation model to motivate the sales team effectively and tie rewards directly to business goals.

What is an example of a sales tool?

CaptivateIQ’s Planning, a sales planning solution for quota planning, sales territory planning, and sales strategy alignment, is an example of a sales tool. Businesses use it to balance territory management, implement scenario modeling and impact analyses, and gather feedback from reps to help sales teams achieve sales targets.