Regional sales organizations
Regional sales organizations comprise units organized by geographic market segments.
This example sales organization has three levels: Company, Regions and countries.
Sales goals "top-down" principle
Starting from the top level you agree to sales goals for each Region and - within each Region - for each country. (Black arrows in picture)
Operational sales plans "bottom-up" principle
To develop operational sales plans for this sales organization you start at the lowest level. Each country needs to have its own operational sales plan, with its specific critical success factors and operational projects to reach them. Constraints found in several sub-units are considered "systemic" and elevated to higher level plans. (Red arrows in picture)
More about the "goals top-down, plans bottom-up" principle in book SURF THE WAVES OF OPPORTUNITY, Chapter 6 "Right operational plans". (Website, Look inside)