Okay-you’re “rolling your eyes” and thinking: “Is it really that time of the year again?”
It doesn’t have to be that way. We see this as the roadmap for 2022 Success. If done right, it can be a catalyst for motivation, clarity, and results. We’ll share with you our Sales Planning process and introduce you to a few components you wish you included in the past to help exceed your Sales and Margin numbers.
There are five components which includes internal & external analysis. We will present these to you in a series of steps so you can have clarity into the plan and next steps for implementation & execution.
- Building a Winning Plan with your Sales Management people
- Plans for Evaluating Your Current Sales staff
- Plans for Recruiting New or Additional Sales Talent
- Plans for Accountability & Consistency in Monthly Results
- Plans for review, updates, and course corrections in reporting Results
STEP ONE: Building a Winning Plan with Sales Management
- Identify Sales Goals- specific and inclusive of products, categories, Channels, and customers
- Break out by Quarter: Q1 Q2 Q3 Q4
- Break out by Customer
- Break out by Products or Services
- Sales Objectives in the business plan-clarify specifics that relate to sales performance or sales tactics that will be required. Examples: Penetration of market segment; new sales channels to penetrate; new customers to target & win; Key Accounts Plans: “A” & “B” accounts
List KEY Sales Objectives. Communicate with individual salespeople as their part will be to help define their strategies and tactics for achievement:
- Objective:
- Objective:
- Objective:
- Objective
- Objective
SWOT ANALYSIS: Strengths; Weaknesses; Opportunities; Threats
- Summarize Existing Sales Performance
- Historical Performance (Pre-Covid & Post Covid-2 years)
- This year performance (Plan vs. Actual)
- Reasons for this year’s performance Example: Landed new major account or business partner; Implemented “new” sales strategy; Major customer lost or acquired by larger company; etc.
- Develop Primary Action Plans for 2022
- Review Sales Goals & Sales Objectives-with the Salespeople
- Develop Salespeople individual Territory & Account plans-with the salespeople
- Develop Key Account Plans with the Salespeople
- Develop new account plans with the salespeople
- Establish Measurements, Monitoring & Reporting weekly (CRM/Meetings/Field visits, etc.)
- Develop Quarterly Sales Planning Reviews for 2022
- Develop and write a one-page Executive Summary to include in the Plan
- Present the Plan to Management/Ownership/Board
- Make changes/updates to finalize the 2022 Sales Plan and share with Salespeople for implementation
Have questions? Need some guidance or input?
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