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Creating a Successful
Sales Plan
Slideshare Edition!
Welcome
  Your Presenter:!
  Deb Brown!
  Practice focus:!
  Sales coaching!
  Sales training!
  Clients include:!
...
Agenda
  What is a sales plan?!
  Why is a sales plan important?!
  How do I create a sales plan?!
  What are the step...
What is a sales plan?
  A sales plan is a document that:!
  Defines clear sales goals!
  Establishes your ‘best fit’ cust...
Why is it important?
  A sales plan is important because it:!
  Brings clarity to your sales efforts!
  Allows your sale...
How to create a sales plan?
  A sales plan is created in steps:!
  Step One: Set goals!
  Step Two: Identify ‘ideal’ pr...
Step One: Set goals
  Your goals should include:!
  Your ‘break-even’ expenses today!
  Your revenue requirements to bu...
Step Two: Identify ideals
  Your ideal prospect or customer is:!
  Customer who benefits most from your
products or servi...
Step Three: sales activity
  Your sales activity plan should include:!
  Amounts of sales volume you need to reach!
  B...
Step Four: sales tracking
  Your sales tracking should include:!
  Critical sales behaviors/actions!
  Calls, appointme...
Step Five: review progress
  Your sales review process should:!
  Provide clear instructions!
  Give sales staff benchma...
Implementing a sales plan
  The sales plan needs to be ‘baked in’ !
  If you have a CRM or contact
management system, ad...
Monitoring sales plan impact
  Sales manager should monitor progress
on a daily basis!
  Have weekly meetings to review ...
Taking next steps
  Think about how you can begin a sales
planning process internally!
  Must have team buy-in!
  Havin...
Learning more...
  Subscribe to our blog:!
www.DebBrownSales.com/blog
  Learn about our services:!
www.DebBrownSales.com...
Thank you!
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Creating a Successful Sales Plan - Slideshare Edition

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Learn how to create a breakthrough sales plan for your growth and success using the methods shared in this presentation from Deb Brown Sales.

Publié dans : Business

Creating a Successful Sales Plan - Slideshare Edition

  1. 1. Creating a Successful Sales Plan Slideshare Edition!
  2. 2. Welcome   Your Presenter:!   Deb Brown!   Practice focus:!   Sales coaching!   Sales training!   Clients include:!   Small businesses!   Growing companies!   Fortune 500!
  3. 3. Agenda   What is a sales plan?!   Why is a sales plan important?!   How do I create a sales plan?!   What are the steps to create one?!   How do I put the plan into action?!   How do I monitor sales progress?!   What next steps can I take?!
  4. 4. What is a sales plan?   A sales plan is a document that:!   Defines clear sales goals!   Establishes your ‘best fit’ customers!   Guides and focuses your sales team!   Lays out a sales activity plan!   Enables you to track sales progress!
  5. 5. Why is it important?   A sales plan is important because it:!   Brings clarity to your sales efforts!   Allows your sales team to focus on specific markets, prospects and customer types!   Enables everyone to track progress openly, rather than in a closed/inconsistent manner!   Provides essential information you can use to manage the sales effort!
  6. 6. How to create a sales plan?   A sales plan is created in steps:!   Step One: Set goals!   Step Two: Identify ‘ideal’ prospect!   Step Three: Create activity plan!   Step Four: Track activity and behavior!   Step Five: Define how to review progress!
  7. 7. Step One: Set goals   Your goals should include:!   Your ‘break-even’ expenses today!   Your revenue requirements to build a profitable business!   How current pricing is set!   How you can package products, services and options to bring in more revenue!   How many sales are needed to grow your company!
  8. 8. Step Two: Identify ideals   Your ideal prospect or customer is:!   Customer who benefits most from your products or services!   Type of customer who uses what you offer completely, and gains greatest value!   Matches the configuration or approach that your products/services are designed for!   Well suited to your price range or requirements!
  9. 9. Step Three: sales activity   Your sales activity plan should include:!   Amounts of sales volume you need to reach!   Best types and mix of sales to get there!   Standard ratios from activity to sale:!   Number of contacts that become leads!   Number of leads that become opportunities!   Number of opportunities that become sales!   Number of customers who purchase again or buy additional options or enhancements!   Activities to move to each step!
  10. 10. Step Four: sales tracking   Your sales tracking should include:!   Critical sales behaviors/actions!   Calls, appointments, follow-ups, etc.!   Amounts of each behavior/action needed!   Checklist of qualifying steps, dates completed!   Opportunity status (% likelihood to close)!   Additional activities that cultivate warm leads!   Emails, announcements, specials!
  11. 11. Step Five: review progress   Your sales review process should:!   Provide clear instructions!   Give sales staff benchmarks and checks they can use to self-monitor progress!   Be actively used by the business owner or sales manager!   Allow for team members to share ‘best practices’ with one another!   Stay flexible and responsive to new market conditions!
  12. 12. Implementing a sales plan   The sales plan needs to be ‘baked in’ !   If you have a CRM or contact management system, add the sales plan numbers to its tracking/reporting!   Seek sales team input and ‘buy in’!   Use the sales plan in hiring and reviews!   Train your team ‘to the plan’!
  13. 13. Monitoring sales plan impact   Sales manager should monitor progress on a daily basis!   Have weekly meetings to review and adjust plans based on team input!   Make sure that territory and house account assignments are balanced!   Benchmark monthly and quarterly!   Encourage sales team members to track their own progress!
  14. 14. Taking next steps   Think about how you can begin a sales planning process internally!   Must have team buy-in!   Having software tools can be helpful!   May benefit from outside support!   Deb Brown Sales can assist you:!   Sales Planning!   Sales Coaching!   Sales Strategy!
  15. 15. Learning more...   Subscribe to our blog:! www.DebBrownSales.com/blog   Learn about our services:! www.DebBrownSales.com/sales-planning
  16. 16. Thank you!

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