Why you need a sales plan in your sales training

Do you have a sales plan? Many sales managers and sales executives have a sales target, but do you have a sales plan?

What is a sales plan exactly?

A business plan lays out your goals, a sales plan describes exactly how you’ll make those goals happen. Sales plans often include information about your company target customers, contact strategy, revenue goals, team structure, and the strategies and resources necessary for achieving targets.

Sales Plan Template

Ready to write your own plan? Use a sales plan template to get started. A typical sales plan includes the following sections:

1.      Target Market 

2.      Research background

3.      Approach method

4.      Needs analysis

5.      Summary Positioning

6.      Finalising Pitches 

7.      Obtaining the yes 

8.      Realising revenues 

9.      Managing for growth 

1. Target Market 

Begin your sales plan by determining what your business strengths are and detailing the profile of your ideal customer. Knowing your target demographic is crucial. What do your ideal customers look like? Do they all belong to a specific industry? Are they a certain size? Do they have the same characteristics? Struggle with the same problems? 

What revenues are expected from the target market? What resources will be required to pursue the target market? What systems will be used? How should sales targets be assigned across the team to capture the target market?

2. Research 

What will be your strategy for researching target client industries and individual customers? 

There is growing trend of thought that generalist salespeople will cease to exist and industry specialists will prevail. How will you become more of a specialist? 

3. Approach

How does the customer first get to know about you? What is the strategy to communicate with potential customers? Will you use social media, attend events, host workshops, issue industry whitepapers, make calls? Spend time carefully thinking through your approach strategy and importantly how you will deliver value to the client. 

4. Needs 

How do you most effectively find out the customer’s needs? What is most important to them? What is the easiest was to find and capture this information? 

5. Summary of requirements

How do you best summarise your client requirements? What is the best method to explain where they are now compared to where they want to be? Will you be creating infographics and diagrams at this point?

6. Finalising your pitch 

How will you deliver a killer presentation? What will the content be? Do you use pictures or words? How many slides should it be? How can we best convey our key messages? What technology shall we use? 

7. Obtaining the yes 

How will we actually get the business over the line? What is our sign-up process? Do we create a low friction, low cost entry point we can land and expand from? Have we made it simple for the client to agree to work with us?

8. Realising the revenues

What is our onboarding process? How will we delight the client? What happens once the customer has signed on the dotted line? Who is involved in the client implementation? What is our process to over-deliver for the customer?

9. Managing for growth

How do we best look after the business we have won? What is our strategy to increase revenues? How do we make existing client’s referrers? What is our client testimonial process? What is our process to follow up referrals?

By preparing your own Sales Plan during this time you and your business will get a head-start and be much more strongly positioned to achieve your goals. 

To get your complimentary One Page Sales Plan and discuss sales training to grow your business, book an informal chat below.

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