Sales Planning

@markeelliott [email protected] www.vapartners.ca

Presentation for

Creating a Sales PlanSales Peer to Peer

October 17, 2012


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


Sales gets a bad reputation


Revenue Goals• What type of revenue

do you have?• Recurring

• Large one-time deals

• Consumer

• From SMB accounts

• How do you predict future revenue?


Sales CRM• Track revenue and

opportunities• More focus• Past and future

activities


Create an objective funnel• Path to Sales Success

• Steps and activities that lead to a sale

• Assign a % based on history

• Understand average sales cycle length

Prospecting

Qualifying

Proposing

Closing

Roll-out


Sales Forecast• Bottom up is best • Consistent • Specific opportunities• Next steps defined• Hold reps and

managers accountable• Follow-up


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?


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?


Activity Targets• What activities drive

your sales?• Meetings

• Demos

• Inbound leads

• Events

• What is it for you?

• Measure, track, and set goals


Sales Team• Roles are defined• Expectations• Support is in place• Communications plans

• Formal one-on-one

• Team meetings

• Sales meetings

• Management by walking around


What new sales tools do you need?• Marketing support

• Web

• Content Marketing

• Brochure

• New presentation

• Customer success stories

• CRM• Forecast meetings


Sales Plan• Targets

• Revenue

• Activity

• Customers• Accounts

• Contacts

• Value Prop

• Sales Team• Tools


Future Topics• Next meeting

December 19th• Government programs

for export help• Social Media and

Sales• Managing a Sales

Team• Better Sales Meetings• Anything else?


Great Sales Resources

Entrepreneurs Tool Kit

Peer to Peer

Sales 2.0 Book

http://thesalesblog.com/

Linkedin Group

http://yoursalesplaybook.com