Good Strategic Sales Plan to get anywhere
Success in sales management starts with planning. As a leader, you want to develop a plan that provides your sales team with the strategy and tactics to lead them to success. I recommend following these five key components to developing a successful sales plan.
Define your ideal customers.
The first step, in your sales plan, is to formulate a strategy for acquiring new clients and maintaining your existing ones. What does your ideal client look like? The best way to determine this is to look at your current clients and study them.
Know your USP.
Your strategic plan should describe not just your products and services, but your unique selling proposition. Your USP is the thing that sets you apart from your competition. Your company may offer the same set of products and services as your competitor, so why should customers choose you? The answer should be more than you have the lowest price. Make sure you understand your USP and if you aren’t sure what it is, ask around.
Analyze your territory.
What’s the market or territory your sales efforts will cover? In your sales plan, you should define your market geographically to start with.
Who is your competition?
In your sales plan, it is extremely important that you know and understand your competition. Unless you have a market all to yourself, understanding how the competition operates and functions is key to your success and the success of each of your salespeople.
Most of this information should be in your business plan. If not, you should develop a forecast of your sales and expenses by month, quarter and year. Do this for your entire team and each of your territories. Include in this forecast sales headcount, units sold, revenue and anticipated margin. It’s important to remember that sales expectations, just like the rest of your strategic sales plan, is a dynamic document you’ll constantly revisit and adjust as you go forward.
“Your sales plan and your sales strategy is an exceedingly important document that deserves lots of time and energy to develop” commented Salomón Juan Marcos Villarreal”, president of Grupo Denim.