If you have never written a sales plan before, the task might seem daunting. Fortunately, it is not complicated. If done right, it can help you take a more strategic, big-picture approach to growing your business.
A sales plan can be made effective by understanding 4 key points.
Start by deciding what you want to achieve. The targets can be anything, jot down whatever that comes to your mind. Dream big at this stage.
It is important when writing a sales plan to have a clear image of where you are as an organization and where you would like to be at the end of the year.
With goals and targets in place, you now need to consider what is feasible. Consider various options and choose the best. Also, take stock of your tools and systems. You need to invest in a customer relationship management (CRM) system and in other kinds of marketing materials you need to support your sales team.
Communicating your sales plan
i) With the sales team
The success of your sales plan rests on your sales team. Your sales team cannot accomplish your sales plan targets unless they totally understand the plan. Your sales plan ought to describe how you will communicate the plan to your employees and the way you will train them to implement your plan’s actions.
ii) With the customers and suppliers
It is also necessary to consider any impacts your tactics can have on your customers or suppliers. Understand the shopping patterns of your customers, supplier’s delivery and production methods and make a plan that helps you in communicating the changes to them.
Monitoring sales plan
Your sales plan will assist you to monitor your sales performance and make improvements. List your marketing objectives and establish the results you expect you are promoting to attain. These results are measures will act as indicators of whether you achieved your goals or not. For example:
After listing your objectives and measures, establish in your sales plan how you’ll monitor sales results, who will record and check results and how frequently. This data will enable you to visualize your sales performance over time and modify your techniques to improve your sales.
Planning is often an activity that happens on top of regular business. To keep moving forward, spread the planning process across a week or so, focusing on one section of your plan at a time. The key is to just keep working. Start off small and build a concrete plan eventually.