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Creation of a Sales Plan

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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.


Sales Plan Outline

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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