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Sales Planning for Profitability in 5 Steps

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True sales planning is one of the most important things that a business can do each year. It forces business leaders to think through – in significant detail – what is necessary to accomplish their business goals. It’s about planning to sell profitably. Selling profitably is something that is not as straightforward as it seems. We see examples all the time, in companies big and small, that believe they are selling profitably and selling well–but simply are not.

We will explore the Who, What, Where, When and How of selling to the right customers in a profitable manner. https://goo.gl/JwT1jL

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Sales Planning for Profitability in 5 Steps

  1. 1. 5 Sales Planning Steps to Profitability Leading the way in accounting services for small business
  2. 2. Meet Your Scalable Finance and Accounting Department. As an outsourced accounting and business advisory services firm, we work as a natural extension of your business. Our experts work side by side with you to build and implement accounting systems and procedures, offering proactive guidance along the way to help you increase profitability and plan for growth. Follow us @TGGAcctg Schedule a Free Consultation
  3. 3. True sales planning is one of the most important things a business can do each year. Follow us @TGGAcctg Schedule a Free Consultation
  4. 4. “Your quota is $1MM. Now go sell!” This is NOT sales planning: Follow us @TGGAcctg Schedule a Free Consultation
  5. 5. Instead, it’s about planning to sell profitably. Follow us @TGGAcctg Schedule a Free Consultation
  6. 6. • Getting traction in a new market. • Gaining a marquee client in a new industry. • Initial sale with high likelihood of follow-on services. When it’s okay to sell at lower margins or a loss: Follow us @TGGAcctg Schedule a Free Consultation
  7. 7. The rest of the time? Just say no, kids. Follow us @TGGAcctg Schedule a Free Consultation
  8. 8. 5 Questions to Ask To Ensure You’re Selling Profitably Follow us @TGGAcctg Schedule a Free Consultation
  9. 9. Who do you want to have as customers? Follow us @TGGAcctg Schedule a Free Consultation
  10. 10. Some customers are much more profitable than others. Follow us @TGGAcctg Schedule a Free Consultation
  11. 11. If you are B2B How big are they? Will they be repeat customers? Do you want one-time customers? What is their need? If you are B2C What demographics? What psychographics? Where do they live? Follow us @TGGAcctg Schedule a Free Consultation
  12. 12. What are you selling? Follow us @TGGAcctg Schedule a Free Consultation
  13. 13. Gross margin is the driver of your profitability. Even more than revenue. Follow us @TGGAcctg Schedule a Free Consultation
  14. 14. Where do you find and sell to your customers? Follow us @TGGAcctg Schedule a Free Consultation
  15. 15. Can you effectively service clients that are not local? Are you including appropriate charges for shipping, freight, travel, etc? Follow us @TGGAcctg Schedule a Free Consultation
  16. 16. When do you sell to your customers? Follow us @TGGAcctg Schedule a Free Consultation
  17. 17. Before you take that rush order, ask yourself: Will you need to have people work overtime? Will you need to move people from other projects? Will this impact the client service of other customers? Will you need to pay vendors extra for rush delivery? Will you need to pay expedited freight? Follow us @TGGAcctg Schedule a Free Consultation
  18. 18. How are you sourcing your sales? Follow us @TGGAcctg Schedule a Free Consultation
  19. 19. Make sure you consider all the hidden costs of making a sale. Follow us @TGGAcctg Schedule a Free Consultation
  20. 20. Especially meals and entertainment. Follow us @TGGAcctg Schedule a Free Consultation
  21. 21. Sell smarter, not harder. If you know your numbers, you can sell more profitably. More profitable sales mean you don’t need to sell as much to make the same amount of profits. Follow us @TGGAcctg Schedule a Free Consultation
  22. 22. We’d love to help you improve your profitability. To learn how we can help you increase profitability and plan for growth, schedule a free consultation. Follow us @TGGAcctg Schedule a Free Consultation Schedule Your Free Consultation Today!

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