What's important here is that you calculate exactly how many contacts you'll need to make in order to achieve your sales quota. Increase awareness in the marketplace of my products, services and solutions. What is your yearly quota or sales goal, in dollars? What are your projected sales totals, in dollars, from current customers? Subtract item 2 from item 1 to yield the amount of new sales dollars needed this year. _________Step Four: Your Bottom Line Divide the number in item 5 by the ratio you calculated in Step Two. Now divide that number by 52 (unless you plan on taking a week or two of vacation), and you'll know how many suspects you must contact each week to make your quota. I always shoot for 125 percent of quota if I want to hit 110 percent.
Essential Components of the Plan I think there is a lot of room for flexibility as far as what goes into the template.
Every business and sales role is different and that is why each company needs a customized plan.
Providing great products and services is wonderful, but customers must actually know those products and services exist.
That's why marketing plans and strategies are critical to business success. )Like any other investment you would make, money spent on marketing must generate a return. ) While that return could simply be greater cash flow, good marketing plans result in higher sales and profits.
The target market for Blue Mountain Cycling Rentals is western VA, eastern WV, southwestern MD, and northern NC.
While customers in the counties surrounding the George Washington National Forest make up 35% of our potential customer base, much of our market travels from outside that geographic area.
It's basically our strategic and tactical plan for acquiring new business, growing our existing book of business and making and/or exceeding our sales quota within our sales territory.
Our sales plan should be short, simple and to the point.
For fifteen years I I’ve witnessed the power of having every member of the sales team write, and when possible, present, business plans to sales management, senior execs, or even better, to the members of sales team. There is too much benefit derived from this process not to do it. Or even better, salespeople can use the expanded template along with the coaching provided in Chapter 14 of New Sales.
Simplified., while sales leaders can get that info better tailored to their needs in Chapter 26 of Sales Management. Provide the template to each member of the sales team and ask them to write and prepare to present their own plan to the team (or just to senior management).