Lacking a sales plan, your sales people will wander around doing it their own way. Start your sales planning process as you did your business plan. Start collecting data. Next, review the business or marketing plan for this year’s revenue objectives, target market segments, and marketing strategies. Then dovetail your sales plan so it flows with the marketing plan.
Creating a real- world sales plan starts with collecting sales data from the past year. Then sift through the data to figure out what works and what doesn’t. Here is a list of some areas for collecting sales data.
Sales meetings typically occur on a weekly basis or even daily if its an inside sales team. If you are not currently doing so, consider regular business reviews. This helps keep the whole team focused on your objectives.
It is a good idea to make sure they understand what the keys to a good sale are. If not, they will form their own ideas of what makes a successful sale. Usually this is heavily biased by their most recent success. This is a natural human trait and not exclusive to sales. Again, gathering data such as from your CRM, sales reports and live sales calls helps you create the sales process for your company. Consider DISC profiles for sales types as a tool to help them sell more effectively.
Let’s get started by scheduling a call to talk about your sales planning needs. Meanwhile, request our free BEST “Selling Your Products and Services” guide.
“I moved from near the bottom of 32 State Farm agents to number 2 in four months. All thanks to Jim’s sales training and hands on coaching.”
Bob DeGraaf, State Farm Agency Owner
St. Petersburg, FL
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The Villages, FL