Selling is a team sport. So, you need a sales plan to determine what your team needs to do, how they’ll achieve those goals, and when they need to do it. This can be done every month, every quarter, or every year—making today an ideal time to get you started this 2023.
If you don’t know how to get your sales plan off the ground in 2023, here is a step-by-step guide for you and your team.
Identify your goals.
The first step in creating a sales plan is to identify your goals. What are the goals for your sales team? For your company? For each salesperson? How do you know if you’re on track to meet those goals?
The answer will vary based on who is asking and what they want from their business—but regardless of who’s asking, this question needs answering before moving on.
Evaluate your team.
Evaluating your team is the next step to getting your sales plan off the ground.
What are their strengths? What are their weaknesses? Can you do more to help them grow and develop as professionals over time, or do you need to hire a new person so that the team has more depth and expertise in specific areas of sales, such as customer support or marketing? How will you measure the effectiveness of this particular group of people—and if they don’t meet expectations, what can be done about it?
Analyze your current process.
Before making any sales plan changes, you need to know how well it works. To do this, look at the metrics that describe how well a particular process works in terms of revenue and profit. For example:
- Suppose your sales team is generating more leads than they’re closing on average, but those leads aren’t converting into customers fast enough (or at all). In that case, there might be room for improvement in how they’re currently doing things—and maybe even some new hires who could help bring new ideas into play here! This analysis will also give insight into what resources should be invested more heavily than others when it’s time for an overhaul later.
Determine which metrics are most important for success.
Sales managers should also determine which metrics are most important for success. Don’t just focus on numbers but also on the qualitative aspects of your business. You can use a sales management system (SMS) to help you track these metrics and track how they’re performing over time.
Write down how you’ll achieve these goals and what that will look like in practice.
- Goals: Write down the goals you want to achieve, and set a deadline for completing them. If your goal is “increase revenue by 20% this year,” write down how much revenue you want to increase (and why), and when that amount is likely to be reached (i.e., by when).
- How? For example: “I will increase revenue by 20% through online advertising campaigns.” Or perhaps “I will double my conversion rate this quarter” or something similar. Note that there are many ways to achieve any given goal; just choose one you know your team executes best.
Set aside time for review and evaluation.
You’re not going to get anywhere without a plan, but you also can’t just blindly follow through with your sales strategy. So it’s essential to review and evaluate your plan regularly. How often should you do this? Once every two weeks, once per month—whatever works best for the team.
In addition to reviewing the overall structure of your sales process, look at each step in depth: how many calls are made each day? How many emails are sent? What percentage of those emails lead directly into meetings or conversations with customers? Is there anything that needs improvement (e.g., calling frequency)?
Allow for the unexpected with a backup plan ready when it’s needed.
- Know what to expect.
- Prepare for the unexpected.
- Have a backup plan ready when it’s needed.
Don’t be afraid to change course or try something new if you’re not getting the desired results, but don’t be scared! The best way to learn is by doing; if you’re stuck in one place with no idea how to get out of it, ask yourself why and then go from there.
Look for the right sales platform to empower your team throughout the execution of your plan.
The right business tool that provides your team with real sales solutions to real sales problems will help you reach your business goals. Ultimately, it will empower your organization to achieve sustainable growth in overall sales performance.
For instance, The Sales Machine, an all-in-one business platform, ensures everything is aligned with your sales plan, from Marketing, Sales, Customer Engagement, and Retention. This solution is also designed to meet unique sales requirements, ensuring that you are on track and on top of relevant metrics that matter to your business growth.
Creating a sales plan involves a lot of planning, but it’s worth it in the end.
Getting your sales plan off the ground is a lot of work. It’s not easy, but it’s worth it in the end. But with the right business tool, like The Sales Machine, your sales team will be able to identify what they should be doing differently, and you’ll have a better idea of how profitable that business can be.