Your FY26 Sales Plan Is Already Outdated – Here’s What To Do

Planning for FY26? Great.

According to Gartner, 65% of Chief Sales Officers admit their sales strategies are unlikely to withstand first contact with the market. That’s because traditional, rigid planning cycles can’t keep pace with AI acceleration, shifting buyer behaviour, or increasingly complex GTM models.

We’re no longer planning for a stable 12-month stretch—we’re operating in a state of continuous disruption.

What’s Causing the Strategic Disconnect?

The market isn’t the only thing evolving. So are your buyers, your competitors, and your own teams.

Here’s what the data shows:

• Buyer expectations have shifted. 75% of B2B buyers now prefer a rep-free experience at key decision stages (LinkedIn, 2024). If your sales plan still revolves around "more calls = more pipeline", it’s time to rethink.

• Tech stacks are underutilised. Most sellers only use 20–30% of the tools available to them (Gartner). That’s not just wasted investment—it’s misalignment.

• AI is changing how deals are won. Top-performing reps are using AI to gain back 1 day per week of selling time (Salesforce State of Sales, 2024). If your plan doesn’t account for AI capability and enablement, it’s not future-proof.

  
  

A Smarter Approach: Adaptive Sales Strategy

The solution? Move from rigid annual planning to a more adaptive strategy model—one that’s responsive, data-driven, and flexible under pressure.

Gartner outlines a three-part approach that high-performing CSOs are already using:

1. Start with a “minimally viable” sales strategy: Build the foundations, launch quickly, and improve through live feedback. Think MVP—then iterate.

2. Assign clear ownership to every initiative: Accountability drives traction. Vague ownership = stalled execution. High-performing teams name the owner, set clear metrics, and build in feedback loops.

3. Scenario test your strategy quarterly, not annually: Ask: What happens if Gen Z buyers shift preferences? What if your top-performing channel underdelivers? Build flexibility into your execution plan—not just a forecast.

What This Means for FY26 Kick-Offs

Your SKO shouldn’t just be a celebration—it should be a strategy ignition point.

This is where I see the biggest gap. Too many kick-offs focus on energy, not adaptability. If your keynote doesn’t help your team understand the “why” behind the strategy, how it connects to market realities, and how to flex with change—it’s a missed opportunity.

That’s why I build keynotes that are:

• Grounded in current data from Gartner, LinkedIn and Salesforce

• Designed to help teams decode market change and buyer shifts

• Built around adaptive execution, not rigid best practice

• Interactive, engaging, and—most importantly—actionable

Let’s Make Your FY26 Plan Resilient and Ready

If you want to set your team up with the mindset, frameworks and tools to thrive in FY26’s fast-moving sales landscape, I’d love to support your planning session or SKO.

Book a discovery call with me here.