A Successful Sales Management Plan

by Smitty Smith

The Six Components to Successful Sales Management

• Loyalty – Quarterly Business Reviews & Planning

– Deal Registration & Rebates

• Capacity – Joint Account Planning

– Sales Plans & Targets

• Competencies – Rhythmic Training (Breakfast, Lunch & Learns etc)

– One to Many Events

– Practice Development (Product & Services)

• Demand – JMF Allocation & Accountability

– Promos, Bundles and Plays

• Collaboration – Field Alignment

– Communication

– Partner to Partner (1+1=3)

• Resource Development – Advisory Services

– Business Acumen

30, 60, 90 Day PLAN at Each Accounts/ OEM Partners/ Systems Integrators/

Value Added Resellers/ Distributors

• 30 Day – Identify Principals/Establish Relationships – Clarify Business Models & Drivers – Baseline Current Performance – Understand Competencies & Available Resources – Identify GAPs & Possible Closure – Attain the Demo Competency – Identify Matrixed Internal Stakeholders

(Communication Plan) – Find and Establish the Champion Lead in every Firm

30, 60, 90 Day PLAN at Each Accounts/ OEM Partners/ Systems Integrators/

Value Added Resellers/ Distributors

• 60 Day

– Create Business Plans • Sales Targets •Training • Marketing •Value Proposition • Capacity Planning • Establish Sales Metrics • Rhythmic Training Events • Pipeline Validation

– Create Possibilities (Services & Other Adds) – Partner to Partner Peering/Collaboration – Clone each & every success

30, 60, 90 Day PLAN at Each Accounts/ OEM Partners/ Systems Integrators/

Value Added Resellers/ Distributors

• 90 Day – Quarterly Reviews

– Inspect Sales Metrics (Pipeline, Close Rates, etc)

– Recruitment and Retention Strategies

– Measure Loyalty

– Validate Robust & Unique Offers

– Modify Business Plans as Appropriate

– Repetitively Execute the Clone Cookie Cutter success Technic at similar Targets