Sales Planning

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Presentation for the Sales Peer to Peer for the Innovation Factory on Sales Planning. The Agenda included:
Revenue Goals
Customer Relationship Management
Creating an Objective Funnel
Forecasting
Moving Business Forward
Customer Targets
Activity Targets
Team
Sales Tools

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Sales Planning

  1. 1. Presentation for Creating a Sales Plan Sales Peer to Peer October 17, 2012@markeelliott melliott@vapartners.ca www.vapartners.ca
  2. 2. Agenda• Introductions• Innovation Factory Announcements• Revenue Goals• Customer Relationship Management• Creating an Objective Funnel• Forecasting• Moving Business Forward• Customer Targets• Activity Targets• Team• Sales Tools• Topics for next event @markeelliott melliott@vapartners.ca www.vapartners.ca
  3. 3. Sales gets a bad reputation@markeelliott melliott@vapartners.ca www.vapartners.ca
  4. 4. Revenue Goals • What type of revenue do you have? • Recurring • Large one-time deals • Consumer • From SMB accounts • How do you predict future revenue?@markeelliott melliott@vapartners.ca www.vapartners.ca
  5. 5. Sales CRM • Track revenue and opportunities • More focus • Past and future activities@markeelliott melliott@vapartners.ca www.vapartners.ca
  6. 6. Create an objective funnel • Path to Sales Success • Steps and activities that lead to a sale Prospecting • Assign a % based on history Qualifying • Understand average sales cycle length Proposing Closing Roll-out@markeelliott melliott@vapartners.ca www.vapartners.ca
  7. 7. Sales Forecast • Bottom up is best • Consistent • Specific opportunities • Next steps defined • Hold reps and managers accountable • Follow-up@markeelliott melliott@vapartners.ca www.vapartners.ca
  8. 8. Moving business forward • Should you do it? • What opportunities are most likely? • Use CRM to identify • What will motivate them? • Price break • Added services • What else?@markeelliott melliott@vapartners.ca www.vapartners.ca
  9. 9. Customer Targets and Value Prop • What are you selling? • Are you selling anything new? • Who are you selling to? • What did you learn last year? @markeelliott melliott@vapartners.ca www.vapartners.ca
  10. 10. Activity Targets • What activities drive your sales? • Meetings • Demos • Inbound leads • Events • What is it for you? • Measure, track, and set goals@markeelliott melliott@vapartners.ca www.vapartners.ca
  11. 11. Sales Team • Roles are defined • Expectations • Support is in place • Communications plans • Formal one-on-one • Team meetings • Sales meetings • Management by walking around@markeelliott melliott@vapartners.ca www.vapartners.ca
  12. 12. What new sales tools do you need? • Marketing support • Web • Content Marketing • Brochure • New presentation • Customer success stories • CRM • Forecast meetings @markeelliott melliott@vapartners.ca www.vapartners.ca
  13. 13. Sales Plan • Targets • Revenue • Activity • Customers • Accounts • Contacts • Value Prop • Sales Team • Tools@markeelliott melliott@vapartners.ca www.vapartners.ca
  14. 14. Future Topics • Next meeting December 19th • Government programs for export help • Social Media and Sales • Managing a Sales Team • Better Sales Meetings • Anything else?@markeelliott melliott@vapartners.ca www.vapartners.ca
  15. 15. Great Sales Resources Peer to PeerEntrepreneurs Tool Kit Sales 2.0 Book Linkedin Group http://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca

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