Do you already have a good sales and target plan for this year? Your turnover goals may have been set already but have you also thought further about how to concretely execute, plan and organize them? Who will do which task by when?
What benefits does a well thought out sales plan provide?
With a good sales plan you get a better understanding of how you can grow as a company with the resources you have now and will need in the coming years.
- A good plan always starts with an analysis of the past year.
- What products/services brought in the most revenue?
- What is our hit ratio? Quotes compared to orders?
- Why doesn't a customer choose us? Or why do they? *unfair advantage
- Which markets have you played in and which are the most interesting in terms of turnover?
- Which partners or ambassadors brought in extra sales?
- Are your customers true fans of your product/service? Yes, how so?
- Is my price setup in line with the market/adjusted for inflation?
- Do I still want to play in this market? Which ones am I NOT playing in anymore.
After a thorough analysis, you can sell in a more targeted way, correctly appeal to the right target group and therefore realize a healthier cost/benefit ratio. A good collaboration between inside and outside sales is a real must!
Read our 17 tips below:
1. Do a sales analysis of the previous year and be critical
Evaluate your past and current performance. Your performance then and now will form the basis of your new sales strategy plan. Put in Excel your turnover, margin and costs. Make a clear target plan.
2. Visualize clear goals towards which you want to go
You can only grow if you think big. Your subconscious will continue to work with this to achieve your goals.
3. Determine a clear market segmentation
With the help of a clear market definition you give direction to both marketing and sales. It answers the question: who are we aiming at?
4. Create a clear prospect and customer list
A clear division of the market segmentation helps your sales colleagues to build a clear customer list. And prioritize them into different segments (a,b,c).
5. Define your value propositions
Your 'unfair advantage*' is what sets you apart from the competition, fully understanding and articulating this is a crucial element of your sales plan.
*Define your brand values and brand mission. Understand who you are and what you do and what your customers' feedback is about you. Talk in the language of the customer. Always try to innovate together with the customer (do a brainstorming session together)
6. Include marketing & communications in your sales plan
Align leads with marketing and sales. Collect the right leads through website, webinar, social media, networking, customers,.... Identify all channels that can lead to lead generation. (training 21/04 the art of connecting)
7. More targeted prospecting
Clear and ambitious targets with a clear action plan ensure that your customer base grows consistently. (training 21/04 the art of connecting)
8. Clear KPIs
In your sales plan you set the KPIs (key performance indicators). This makes it easier to control and adjust where necessary.
9. Take competitor analysis into account.
Determine their strengths and weaknesses and provide a solution for the shortcomings of your competitor.
10. Add strategies and tactics
The specific actions you or your team will take to achieve revenue goals.
11. Set clear deadlines and milestones.
These milestones inform and support your overall sales plan, giving you a clear, actionable plan of how you will meet your overall goals for the year.
12. Map out your customer's journey
Study their buying behavior to ensure that your ideal customer goes from prospect to loyal customer.
13. Leverage current customer relationships
Don't just focus on finding new business leads. Word of mouth, introductions and current customers can be your most solid leads for growth.
14. Deepen existing customers
The easiest sale is with existing customers, they already know and trust you.
15. Re-contact lost customers
You never know, sometimes they don't have the courage to contact you anymore but they need your help.
16. Define your resources
Who does what in the sales department and by when? What training do they still need? How can we increase the hit ratio?
17. Sufficient courage will take you far
Daring to prospect and making time in your agenda will lead to results.
Why follow Sales training & coaching?
Maybe you already knew all this, but can't make time for it or you can't get it structured properly yourself. Need a hand? We are here for you! We are your mirror, help finalize plans and follow up monthly (if desired). That's why an advisory board or board of directors works so well, because you are being held accountable and that leads to faster results.
Sales training: we train you to be the best!
Successful sales people remain the heart of an organization.
No sales = no filled pipeline = no money = oops too late, ...
Selling is a true art and every sales person/entrepreneur likes to learn about themselves, new techniques and wants to keep achieving results.
Our approach in this course is more personal, goes just that little bit further and gives a lot more results.
We look beyond sales. We strengthen your sales qualities and sales approach. In short, we make you the best value seller in the country. Sales training is earned back during the training itself. So no costs, only benefits.
Did you know?
Coaching on the job is the icing on our Limburg cake ( aka Limburgse vlaai).
Sales coaching: learn on the job from the best sales coaches.
We go along to customers and give you constructive feedback so you can continuously grow and improve.
Are you a sales manager yourself? Then we also have a fun coaching program for you: Coach the coach leadership program.
Curious about our upcoming events / trainings?