Sales planning basics.

A Sales Plan (also known as a Sales Strategy & Implementation Plan) is a document which converts your strategy into action.  It sets out sales targets and tactics for your business, and identifies the steps you will take to meet your targets.

What should my sales plan focus on?

•    Sales targets for your business, by territory, individual and customer class
•    Clarify the steps to achieve your targets
•    Identify sales strategies suited to your target market
•    Identify sales tactics for your sales team
•    Activate, motivate and focus your sales team

What should it include?

A typical Sales Plan includes the following sections:

•    Mission and Background
•    Objectives, Strategies and Tactical Actions
•    Territory Boundaries
•    Call cycles
•    KPIs relating to phone, email and face to face calls conversion rates
•    Target customers
•    Revenue targets
•    Pricing and promotions
•    Milestones
•    Team structure
•    Market conditions
•    Team Rules and Responsibilities (customer handover/commission rules)
•    Sales Tools and Resources
•    Prospecting Strategy

How often should I update it?

The requirements and techniques best used for each individual business will differ.  You may need to plan quarterly, half yearly or annually. Treat your sales plan as a 'living' document that you can revise regularly.