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Ron Snyder President
Achieve Your Sales Goals via Effective Sales Planning
Meeting the Challenge
Achieve Aggressive Quotas
Grow Revenue/Salesperson
Maximize production from Territories, Accounts
Make best use of sales talent
Use resources effectively
Sales Teams struggle to achieve their goals.
Not making quota
Sales stalling
Losing Deals
Not maximizing results
Poor visibility
We synthesized over $1M worth of industry research.
Study Findings: Sales Planning Key to Success
Good Sales Planning is Key to Success.
Shift from Reactive to Strategic
Reactive Mode
Vicious Cycle
Too many inputs Hard to react to all No proactive effort
Goals
Actions
Strategies Results
Strategic Mode
Virtuous Cycle
Goal- based plan Implement strategies Monitor and adjust
©Plan2Win Software, 2015. All rights reserved.
Impact of Good Sales Planning
Reps who do good account planning are 41% more likely to achieve quota.
Best Practices produce better results!
The top 20% of sellers had a better approach and produced better results:
3 times bigger deals
10-15% higher win rates
And Margins increased 10% In high-value, capital equipment sales
© Plan2Win Software. 2014 all rights reserved
Sample Results From Territory & Account Planning
1.75
1.5
1.25
1
1.75
0.75
0.5
0.76
0.25
0
Win/Loss Ratio
131% Improvement
(%)
60
50
40
30
52% 20
34%
10
0
Market Share
53% Improvement
35M
30M
25M
20M
34.7M 15M
23.3M
10M
5M
5.1M
3.4M
0
Bookings
49% Improvement
Sales/Salesperson
50% Improvement
Before
1.5 years later
Strategic Sales Planning Accelerates Sales Growth
7 Elements of Effective Sales Planning Tools
1. Template to create strategic plans
2. Prioritize accounts and opportunities
3. Execute plans in Salesforce.com
4. Provide visibility
5. Straight-forward, easy to use and learn
6. Work with your sales approach
7. Good Value in dollars and training time
©Plan2Win Software, 2015. All rights reserved.
Sales Plan in your CRM
You’ve got to Plan to Win!
Turning Strategy into Action
Use the Data in the system
Actively work the Plan/Process
Use Best Practices
Track Progress
Coach for Success
Respond to Change
Partial Customer List
AppExchange Ratings
“Over each of the last 3 years we have achieved double-digit sales growth.
Account Plan Pro has assisted us in applying critical thinking to our
account planning process and has contributed to more effective management of our accounts. Adding Account Plan Pro to our
broader sales account management process has contributed to our success.”
Dave Thomas Director of Sales
of an Insurance Underwriter
What People Say about our Apps
What People Say about our Apps
“If you need a great product, easy to use, integrates seamlessly with
Salesforce.com and need a company that stands behind it's product,
I would recommend Territory and Account Plan Pro.”
Bill Morgan,
Vice President of Sales of a software services company
“We love the application and are taking full advantage of it.
It makes mine and my manager's life a whole lot easier.”
Cat Fizzell
Strategic Account Manager of a software company
What People Say about our Apps
Ron Snyder President
Achieve Your Sales Goals via Effective Sales Planning
650-508-0622 [email protected]
www.Plan2WinSoftware.com
On Salesforce.com AppExchange
