Your 2027 sales plan: choose your product, customer, channel and metrics

What do you need to decide to turn your 2027 sales plan into actions you can test?

Start with four decisions: which product or service you will offer, which customer it is for, which channel you will use and which metrics will help you evaluate the result. Then design a small test you can deliver with your current capacity and use what you learn to adjust the plan.

“Sell more” leaves too many possibilities open. You could find new customers, increase repeat purchases, raise average order value or explore another channel. Choosing a priority makes the next action clearer.

D365 session 399, on November 10, 2026, featuring Jorge Pérez, CEO of BullishMx, brought sales planning down to practical questions about seasonal products, purchase frequency and sales channels.

WhatsApp emerged as an accessible way to run small promotions and measure the response before investing more resources. Another concern came up alongside it: how do you test an offer when you are uncertain about production capacity?

That question captures a common tension. You want to discover whether demand exists while still working out how much you can produce, deliver and support. Capacity needs a place in the design of the test.

Our interpretation is that a useful sales plan connects decisions that are often discussed separately.

The product needs to address a customer need. The channel must support both presenting the offer and handling the conversation. Metrics should show what happened and what it cost. Delivery capacity determines what you can promise.

A strong response to a promotion still needs to be considered alongside costs, service time and fulfillment. Conversations provide useful information, while paid and delivered orders answer different questions.

Limited capacity can be communicated honestly. If you can fulfill only a certain number of orders by a particular date, state that clearly. Avoid inventing stock limits, deadlines or urgency. Customer trust depends in part on the sales promise matching the actual operation.

As a practical exercise, D31 suggests preparing a short test brief before launching:

• Objective: choose one sales priority for this test.
• Offer: describe the product, what is included and the delivery terms.
• Customer: define who the offer is relevant to and why.
• Channel: choose somewhere you can handle conversations and follow-up.
• Capacity: establish how many orders you can fulfill and by which dates.
• Measurement: record relevant contacts, responses, orders, revenue and direct costs.

If you use WhatsApp, begin with people who expect to receive information from your business and respect their contact preferences. Present a clear offer and keep a simple record of what happens.

Decide when you will review the result. When calculating conversion, specify the comparison, such as orders divided by conversations. When assessing profitability, acknowledge any costs and working time you have not yet included. Use that review to decide whether to repeat, adjust or stop the test.

Do I need several sales channels? You can start with one you can manage well. Comparing channels requires recording their results and costs consistently.

What if demand exceeds my capacity? Communicate actual availability. Offer a later date or a waiting list only if you can manage it, and confirm the terms before accepting orders.

What should I measure first? Track the complete sequence: contact, conversation, order and delivery. Add revenue and costs to understand which commercial results you can sustain.

BullishMx’s participation connects these questions with commercial strategy and execution. Explore its work on the official BullishMx website and its YouTube channel.

This Field Note draws on D365 session 399, November 10, 2026. The interpretation and test brief are D31’s proposals.

Continue with High-Frequency Execution or explore the Field Notes archive.

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