Sales Optimisation Planning

How do you get your sales team to generate the greatest amount of revenue, consistently, year after year? Most Sales Leaders think the answer lies in being aggressive, doing more sales activity, proactive business development, keeping the pipeline full and increasing the abilities of your sales people so that they are more effective on the ground.

What about the value of better planning? World-class sales organisations establish aggressive sales objectives to achieve the best possible results. To accomplish these aggressive targets, they develop clear and effective Sales Strategy and Performance Plans. Download Ian's whitepaper on putting a rocket up your sales team!

These plans:

Include details on how to execute action,
Include details on how to deal with roadblocks and other obstacles
Anticipate and create contingency plans against competitive threats, delays, etc.

Leading Sales Managers have a healthy obsession with planning to ensure they reach their targets and better planning is the key to producing consistent and predictable sales numbers.

More effective Sales Performance Plans will create, build and nurture a healthy sales pipeline.
A well thought out and well-managed Sales Performance Plan ensures your sales people meet revenue goals and attain their sales quotas.
More effective Sales Performance Planning helps to reduce your revenue peaks and valleys.

Each of your sales people should not begin their year, month or sales week without a clearly specified sales plan detailing their key objectives and action plans to achieve their desired results. Once the plan is submitted and agreed upon, it needs to be reviewed regularly.

Elements to consider, strategise and plan for include:

Increase $ volume
Increase the % in sales volume year over year
Increase sales of specific products/services
Increase average deal size
Decrease average length of sale
Increase $ volume by customer
Break into new prospect accounts
Ratio improvement

The Sales Performance Plan needs to be split up into 4 X 90 ACTION PLANS with set dates and strategies for their execution, simply broken down and laid out for easy reference and follow up by you as the Sales Manager.

Territory Planning

Territory Planning (a mix of customers or key accounts and prospects in a specified geographic location) is the process a sales team uses to analyse and plan around key accounts and opportunities within their assigned sales territory. For a plan to effectively drive revenue gain it must include both strategy and tactics and detailed Action Plans for each objective.

A typical Territory Plan will include...:

analysis and objective setting around the company’s products and services, market segments, competition, trends, and profiles of key accounts.
specific key objectives
opportunity/threat analysis
account identification and estimates of account potential
account situational analysis and account strategy
detail on territory/account tactics - What to sell, for what price and by when?

...as well as Territory objectives:

increase $ volume
increase the % in volume year over year
increase sales of a certain product type
increase average deal size
decrease average length of sale
increase $ volume by customer
break into new prospect accounts
ratio improvement

Developing, reviewing and regularly updating your Sales Plan is critical to consistent sales success. Salestutor® will bring experience and focus to your sales building strategies at all stages of the sales process. We can guide and facilitate your planning process to ensure that you have considered all the factors that can impact on your success.

Contact us for more information