Sales Planning Process

• Understand in which markets /sectors you can demonstrate a clear competitive advantage
• Clarity on sales revenue channels to deliver your plan; repeatable, cross sell, new business
• Identify which combination of prospects are required to deliver your strategic sales plan
• Know ‘how to sell’ and ‘when to sell’ to your nominated prospects   
• Understand client sales cycles – factor into your forecasts, include provision for attrition/ leakage

 

Sales Plan Deployment – Use of Time

• Have a clear structure with the right people only working only on ‘value add’ activities
• Ensure all sales time can be clearly measured and accounted for
• Allocate appropriate time to focus on all revenue channels; client retention, cross sell, new business development
• Focus on key metrics to measure, monitor and optimise effective use of time and desired outcomes

 

Sales Plan Deployment – Sales Process Optimisation

• Map your sales process, understand your unique flow of information and key stages
• Remove waste & duplication, assign responsibility at each stage to improve accountability
• Focus on speed of response and conversion metrics to improve your sales function ROI

 

Sales Plan Deployment – Sales Team Capability

• Understand what type and quality of resource is required to deliver the plan
• Your sales team need to be highly trained, motivated and aligned to the company vision
• Sales management must be structured, consistent and deployed with rigour
• Ensure each team member is clear on their individual roles and responsibilities and highly accountable, ensuring alignment of personal and business goals

 

Sales Plan Deployment – Controls & Metrics

• Have the correct data available and visible to make the business decisions
• Identify underperformance and resolve, reward and acknowledge success
• Measure the activities that will affect the successful delivery of the plan
• Build appropriate performance dashboards, quote and prospect pipelines to effectively track progress