This document outlines Todd Natenberg's 6-month sales action plan to achieve 125% of his assigned sales target. The plan involves spending the first month learning best practices from top performers, then implementing a travel schedule in months 2-3 to conduct in-person meetings and webinars with prospects and customers. Month 4 focuses on presenting solutions and consulting on available funding. Months 5-6 continue working opportunities through to close deals by the end of the fiscal year. The goals are to sell $50,000 in new business by month 4 and an additional $20,000, achieving 125% of the annual target by month 6.

1. Sales Action Plan
Mission : To sell 125% of assigned target
By Todd Natenberg
Regional Sales Manager
December 14, 2012

2. Month 1- Week 1
Objective: Learn best practices of company
1. Understand company processes through examining internal documents, in-
person meetings and working remotely
2. Interview top sales managers and top salespeople to learn strategies to highlight
success and overcome challenges
3. Review in-depth internal marketing website and company product
4. Analyze existing sales tools, including Salesforce.com and all sales collateral
5. Create multiple scripts for all aspects of selling process (i.e. initial benefit
statement, prospecting, demo presentation)
Week 2
Objective: Experience best practices and develop relationships with internal team
1. Field travel in person with top salespeople and managers to learn from top performers
2. Observe performers conducting phone calls and webinar demonstrations with company
clients/prospects
3. Further understand competitive advantage of company and research competition
4. Based on best practices, create “Expect Excellence” (activity outcomes for daily,
weekly, and monthly)
a. i.e. When traveling- 4 meetings per day
b. i.e. When in office- 5 webinars per week
c. i.e. # of new contacts versus existing contacts
d. i.e. – Most effective prospecting strategies (direct phone calls, e-mail marketing,
Salesforce.com “keep in touch,” LinkedIn, lunch and learns, Education Nation)
Week 3
Objective: Sales funnel analysis to prioritize opportunities
1. Compare Todd’s funnel of existing contacts and opportunities with company
2. Salesforce.com analysis of company opportunities
3. Based on 1 and 2, prioritize opportunities with A, B, C ranking
4. Create daily “Dream Schedule” incorporating all outcomes
5. Start making calls and establishing contact with prospects/clients at end of week 3
Month 2-Month 3
Objective: To conduct combination of in-person meetings and webinars with
prospects and customers based on previous A, B, C ranking
1. Week 1 - Fly out on Tuesday night, return late Thursday night

3. a. Mondays- send out agendas to prepare for meetings
b. 4 meetings on Wednesday
c. 3 meetings on Thursday
d. Friday- follow-up thank you letters from meetings, Next steps
2. Week 2- Phone calls/webinars/new and follow-up phone calls
3. Week 3- Flying out on Tuesday night, return late Thursday night
a. 4 meetings on Wednesday
b. 3 meeting on Thursday….
During this time, I will travel every other week to conduct in person meetings and
demonstrations. The weeks that I am home will follow-up, prospect, and continue to
build the funnel.
During this time, I also will continue to improve my company knowledge and industry
competitive advantage.
4. Continue to analyze action plan to see if areas for improvement and fine tuning
End of Month 3
Objective: To have on schedule for Month 4 at least 2 “lunch and learns” where a
manager conducts them with me and to attend at least 1 trade show to earn
business in my own funnel
Goal: Sold $50,000 in new business
Month 4 (May 1)
Objective: To work opportunities through the sales process, monitoring activities
in Salesforce.com
1. Present proposed solutions
2. Consult prospects on available funding sources (Title 1, Title II, etc.)
3. Travel schedule remains every other week presenting in person
4. Maintaining Expect Excellence parameters put in place in month 2
a. Updating activity levels to examine if goals too high or too low
b. # of in-person meetings
c. # of webinars
d. # of proposed solutions
e. # of new opportunities created each week based on significant
conversation
Goal: Sold additional $20,000

4. Month 5-Month 6
Objective: Work opportunities through sales process to close level as now we are end of
Fiscal Year and the key buying time for school districts
1. Maintaining travel schedule
2. Maintaining and exceeding activity levels
3. Maintaining and improving effective prospecting techniques. Some examples are:
a. Direct phone call to Superintendents, Curriculum Coordinators, Director of
Technology
b. Lunch and learns either via phone or in-person
c. Trade show leads to follow-up
d. Once/month e-mail marketing campaign – “Digital Content Tip” for schools
e. LinkedIn group discussion involvement
f. Send effective “articles” to funnel to help the education experience
4. Continuing checking best practices through extensive communications with internal
coaches, supervisors, and colleagues
Goal: Sold 125% of assigned target by end of month 6
and beyond……………………….