Creation
of a Sales Plan
Each sales team must prepare a sales
plan; the CEO, Senior Management as well as the
Sales Manager must sanction this. Sales Team members
must take ownership of the sales plan and their
particular involvement in the plan.
What is a sales plan?
A sales plan is a map of the sales teams direction
and includes things such as the procedures with
which the phones are answered and as well include
the definition of sales culture in the organisation.
The selling culture starts with the CEO and this
flows right throughout the whole organisation.
Aspects like how the phones are answered and how
the product is manufactured, packed and delivered
to the customer all require consideration.
The most crucial aspect of a sales plan is mapping
of the expectations of the sales team –
how many face to face contact hours will each
sales team member spend with clients, along with
how many prospecting phone calls and so on.
The overall picture being how many sales we make
at the end of each week and month.
The following is a mapping of
the sales plan outline – the sales plan
should influence all the company’s procedures.
The sales team must have influence
over the entire operation of the company.
A company that does not have a positive selling
culture throughout the whole organisation will
not be able to fully deliver the goods.
Whilst the sales plan encompasses most aspects
of the company’s activities, the role of
the sales plan is purely to influence the procedures
from the selling perspective.
Essentials of the sales plan:
- Create a sales plan and make it available to
all in the company
- Ensure the sales plan is sanctioned by the
Senior Management
- Each staff member must be aware of the sale
plan
- Regularly review the sales plan to ensure that
it is achieving the right result
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