Sales planning
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This document outlines the key elements of an effective sales planning process. It discusses why planning is important, and introduces the 5W1H framework for sales planning which includes determining why to sell, what to sell, where to sell, when to sell, who to sell to, and how to sell. The document then provides more details on each element, such as defining sales silos and targets, conducting market and manpower planning, and translating the plan into tactics and strategy. The overall message is that a well-structured sales planning approach is necessary to achieve sales goals.
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Sales planning
- 2. 02 WWW.CONSULT4SALES.COM Table of Contents Presentation Outline Why Sales Planning? What are the elements of Sales Planning? Translating Sales Plan into Tactics and Strategy Sales Target Setting for 2021
- 3. 03 Why Sales Planning? If you fail to plan, you plan to fail! You cannot score a goal without a goalpost! WWW.CONSULT4SALES.COM
- 4. 04 5W1H Elements of Sales Planning WWW.CONSULT4SALES.COM Why to Sell? What to Sell? Where to Sell? When to Sell? Who to Sell? How to Sell?
- 5. Why Sales Planning? WWW.CONSULT4SALES.COM 05 The Purpose The purpose of Sales Should be based on "Inputs" and not "Outputs". Example: The purpose of my Sales is to reach out to 1 Million Sales Freshers in 2021and empower them with the Science of Selling.
- 6. What are the market segment for customer acquisition? How much do you plan to sell in each silo defined above in 2021? Does your production dept agree to produce what you plan to sell? Do you have consonance from Finance dept to put in working capital to support your sales plan? Has Material dept been appraised of the upcoming demand fo r fres procurements? What to Sell? WWW.CONSULT4SALES.COM 06 Silo Planning
- 7. What are the markets in which we wish to sell? Geography Segments Have you prepared your Beat Maps, Route Maps and Journey Cycles? Where to Sell? WWW.CONSULT4SALES.COM 07 Market Planning
- 8. What is the demand forecasting pattern? Have you derived your sales targets? Annual Quarterly Monthly Have you defined your Everyday? When to Sell? WWW.CONSULT4SALES.COM 08 Target Setting
- 9. What is the manpower planning? Existing New What is the L&D Plan for the sales team members? Do you have budget concurrence on investments required in manpower? Who will Sell? WWW.CONSULT4SALES.COM 08 Manpower Planning
- 10. 10 www.consult4sales.com HOW TO SELL? What is the process to be followed in Sales? Define a structured Sales Process.
- 11. 14 What Sales Planning? Silo Planning List of Silos List of applications in each silo Target Planning Annual, Quarterly, Monthly, Everyday Market Planning List of Territory Beat map, Route map, Journey Cycle Manpower Planning Number Quality L&D Program
- 12. 12 The 5W1H Methodology of Sales Planning.
- 13. Follow me on social media handles: You Tube page: https://bit.ly/2OdBvPy Fb page : https://bit.ly/3iPMNr1 Linkedin: https://bit.ly/2UZzSsr Instagram: https://bit.ly/2VdYgXH Twitter: https://bit.ly/3ejd9ye URL: http://www.consult4sales.com
- 14. 20 Up Coming Programs Sales Analysis 2021 30th December 2020 Customer Loyalty 20th January 2021 Lead Engagement 13th January 2021 Sales Competition 3rd February 2021 Sales Kit 27th January 2021 Lead Magnets 6th January 2021 d
- 15. 15 WWW.CONSULT4SALES.COM Invest time in sharpening your axe before you cut the tree! Sanjay Singh