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Planning for sales success
Planning for sales success
Planning for sales success
Planning for sales success
Planning for sales success
Planning for sales success
Planning for sales success
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Planning for sales success

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  • 1. PLANNING FOR SALES SUCCESS Sales Planning…Breaking it down
  • 2. MUSTS:
    • Target your efforts
    • Quantify your target
    • Break down target to daily goals
    • Post your goals
    • Be accountable for efforts against goal
    • Measure results vs. goal
    • Revise and improve plan
    • Blow through your goal!
  • 3. Targeting Your Efforts
    • Decision Time!
    • Define your target:
      • Vertical Market (Churches, Gov’t, Legal…)
      • Streets (Coverage per day)
      • Market Segments (1-6) or (Color / B&W)
      • Current Customers
  • 4. Daily Goals
    • Once Target is defined:
      • Quantify total number of establishments
      • Divide total number by 21 working days
      • Establish daily quantity that is be contacted
      • Post your daily goal
      • Commitment to a plan
      • Just Do It!!!
  • 5. SMART GOALS
    • S PECIFIC
    • M EASURABLE
    • A TTAINABLE
    • R EALISTIC
    • T IME ACITIVATED
  • 6. PERFORMANCE METRICS
    • Always exceed your minimum targets
    • Set minimums high at first as not much else is happening initially
    • Look for ways to increase your prospect to call ratios
    • Search for ways to increase your close to call ratios
  • 7. Revising Your Plan
    • Review your target
    • Review your results
    • Review your account approach
    • Review your strategy
    • Revise and adapt for better results
    • Role play with other reps and manager
    • Sky is the Limit!

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