The Sales Plan

The Sales Plan is a written document that collates all the sales strategies and tactics that will be responsible for reaching sales targets and acheiving the Sales Forecast. The Sales Plan should be created/compiled /reviewed / ammended during the quarter preceding the financial year start. The document should remain fluid, be reviewed regularly and always act as a focal point that fully enables and supports quality sales activity. Writing things down may seem a chore but it will really help focus on and review what’s working and what isn’t!

Although every business will have a sales plan taylored to them specifically to allow for variation in type of product / service / marketplace / customer / consumer generically it should include

Financials – to include break-even points, pricing & margins, volumes, budget spend etc
Client Profiling – to allow sensible targeting and qualification
Sales Process(es) – to map out how leads and enquiries are advanced through to profitable sales
Benefits Analysis of products & services
Market opportunites
Pipeline Creation and Management to ensure adequate sales momentum is acheived
Creation of Case Studies and Testimonials
Customer Feedback
Active Referral gaining strategies

Having a well considered sales plan is a solid investment of your time – it will provide your business with a focus to be able to confidently try out new ideas and monitor your sales performance.

Please contact us if you would like some input or assistance to bring your plan together