Planning for sales success

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Planning for sales success

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

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