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www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
TargetsAnnual Target
Annual Target in Gross Revenue / Fees / Margin / ARR*
€
Likely Deal Average or Most Likely Common Size of Deal
€
Likely Minimum Number of Deals Required Likely Number of Sales Qualified Leads Required
*ARR=Annual Recurring Revenue (Relevant for some products and services)
Target for the First 6 Months
(6 Month) Target in Gross Revenue / Fees / Margin / ARR
€
Likely Deal Average or Most Likely Common Size of Deal
€
Likely Minimum Number of Deals Required Likely Number of Sales Qualified Leads Required
6 Month Build-up
Target in Value
No Deals to be Closed
Number of Opportunities in the Active Pipeline
Leads Required / Or to Generate
Month 1Month 2Month 3Month 4Month 5Month 6
www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
Weekly Routine
Likely Days Prospecting per Week
Likely Days in Sales Meetings* per week
Likely Number of new Prospects to Call each week
Likely Required Number of Meetings* per Week
Days required for Account Management
Days required for follow-up / admin per week
*Nowadays this can mean face-to-face and / or Online Meetings
Lead Qualification (Sales Qualified Leads or SQLs)
What are the likely qualification criteria that make a Prospect a fit i.e. they would make it onto your Target Prospect List (TPL).
Demographic Criteria (Sector / Size / Usage / Technologies used etc)
Tendency to Adopt / Buy (e.g. using legacy technology / innovator group)
What drives urgency to adopt to buy?
What make a lead “sales ready” i.e. Fully Sales Qualified (SQL quality)?
www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
Sources of Data / Leads / Prospects
What are the likely sources of leads and data? (e.g. existing customers, dormant customers, old or dormant leads, referrals, new sources of data, third parties, networking, inbound etc.
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Reaching out to Prospects
How to connect with Prospects in order to generate face-to-face and online meetings (phone, direct mail, online, LinkedIn, referrals, networking, etc)
www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
Messaging – Prospecting
What is the high level messaging for a Prospecting Call i.e. the first time you connect with a prospect?
Messaging – First Appointments / Meeting (Face-to-Face OR Online)
What is the high level messaging when introducing the company at face-to-face or online meeting (assume you have had the initial prospecting call)?
www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
Information Gathering / Discovery
What, at a minimum, is the critical information you would want to gather in the sales conversation?
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www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
Presenting / Pitching
What would be the key MESSAGES of a high level presentation?
www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
Key / Target Account Selling
If using a Key / Target Account Selling approach (majority of revenue comes from a small number of larger accounts), how might more business be generated? E.g. Talk to more contacts / expand the product range / sell more services / service the account differently/ change the contact pattern etc
www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
Sales & Marketing Content, Collateral, Campaigns, Tools
What is the likely supporting content, Collateral, Campaigns, Events, and Tools that will be required?
Collateral
Content
Campaigns
Events
Tools
www.smartsalestalent.com | Smart Sales Talent©
Outline Sales Plan
Other Ideas to Generate Leads, Sales & Grow Accounts
