Every sales manager must plan for success. No plan means no control. Trying to sell without a plan is like trying steer a ship without a rudder.
Here is a list of elements required for developing a sales plan. If you find yourself struggling with content for each element, then it is time to work with a sales consultant.
1. Summarize and Identify Strategic Objectives
2. Determine Realistic Goals by Time Periods
3. Assess Prior Sales Performance - Successes and Failures
4. Segment Your Customers and Market Niches
5. Develop Territories with Actionable Tactics
6. Establish Develop Initiatives for Key Accounts - 80/20 Rule
7. Develop Reporting Tools to Measure and Monitor Results
8. Identify and Establish a Realistic Sales Cycle
9. Prepare and Write an Executive Summary - A Mission Statement
10. Review Frequently and Revise as Necessary
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