Sales Plan Workbook

7/27/2019 Sales Plan Workbook

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Step-by-Step Template for sales planning. The template is structured as follo

Tab 1 of this Workbook: Instructions on how to use

Tab 2 of this Workbook: Does the sales/revenue forecast

Tab 3 of this Workbook: Does the sales budget

Tab 4 of this Workbook: Does the actual sales plan

Tab of this Workbook: I!ple!ents the sales plan

Tab " of this Workbook: Does sales pipeline !anage!ent

Tab # of this Workbook: $o!!on sales plan !istakes to av

Click on the relevant tab to complete each component

** Sales Plan !ction Plan Spreadsheets are also available as "#

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otes on Preparation

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Sales Plan Template ,$ST$/CTost $o!panies have a usiness *lan and a arketing plan5 however5 a )ales *lanis the greatest tool that an organiBation can produce and i!ple!ent This is becausewithout a sales plan5 we !a not be in a position to create the necessar revenue tokeep the business !eeting its cash flow ob6ectives elow is a te!plate for a )ales *laThis eas four step guide will walk ou through the process of creating a powerful sales

Take our ti!e in co!pleting the plan5 and when co!pleted5 i!ple!entation of the planensure that ou are at least in a position to !ove forward with our selling strategies'eview of the sales plan is necessar on a regular basis to ensure that the ele!ents ofplan are still working

Executive Summary

Company Mission Statement

Company Vision Statement

SECTION ONE is about the e;pectations of the sales tea!


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Report on Current and Expected Business Climate

+ narrative on the current business cli!ate as well as the forecasted cli!ate over the ntwo ears +lso provide a short co!!ent on how the new sales plan will be achieved incurrent econo!ic cli!ate

the!5 what industries will this revenue co!e fro!5 etcC

level !ust the sales tea! have5 how !an !e!bers are dedicated to the sales tea!5 wsupport will the sales tea! have5 what selling e;penses have been allocated to the salewhat level of custo!er relationship !anage!ent sste! >$'? is reuired b the salesand what staff resources are reuired to operate the $' sste!C

calculated fro! a reverse plan which has calculated the sales activit reuired to achiev

Revenue Targets5 What are the revenue targets5 when we will achieve the!5 who w

Resources What resources have been allocated to achieve the sales plan outco!es5

!PI"s What Ee perfor!ance indicators have been set for the sales tea!C These need


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targets The plan needs to include E*IFs such as the nu!ber of cold calls !ade5 the a!)ales *ipeline activit5 The -alues of 0pportunities in the )ales *ipeline5 Ee +ccountactivit5 sales achieved5 new sales achieved5 profits achieved5 both as a tea! and indivibroken down into sales tea! !e!bers and areas

include what industries will be penetrated b what date5 and what profits will be achieve*erhaps even what new !arkets are created b a certain ti!e

SECTION T#O is a$out t%e implementation o& t%e processes)pecif how the tea! will collect and !anage leads What industries the will co!e frowe will !ake contact with the!5 and at what rate we will contact the!

a prospect5 how will we choose a particular salesC ,ow will we !anage leads which do

sste!5 and who !anages itC ,ow do we ualif the difference between an +ccount5 Ee +ccount5 and a )trategic *artnerC

Milestones )et !ilestones regarding who will achieve what targets at what ti!e It c

(uali&ication how will we ualif the leads and how we will !anage the! 0nce the

Clients what is the sales process for an e;isting client5 how we write an account plan


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we have correctl ualified the realness of the opportunitC We need to use at uantitati!easuring the realit of an opportunit

SECTION T)REE is a$out %o* *e measure t%e e&&orts o& t%e

sales team'

infor!ation !ust be live and available to all sales tea! !e!bers

!easure success of proposals5 !easure success of face8to8face prospecting visits with

of leads5 prospects5 clients and opportunities These sales processes should be integrat

Opportunity how do we create and !anage a new opportunit What process will w

+eads and Prospects *ut a value on leads and prospects so the can be !easur

Sales ,ctivity !easure sales activit such as nu!ber of prospecting phone calls an

Sales Processes need to be established for all for!s of sales activit5 including the


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the sales plan5 and !ake the infor!ation available to the sales tea! easure the valuetea! has created

reuired

service procedures do not e;ist5 then the should be forecasted as a !ilestone to be ac

SECTION -O.R

the sales plan The analsis should be a for!al process and !ust be scheduled each During the analsis process we should identif the *ersonal Develop!ent needs of thei!ple!ent progra!s to assist the !e!bers to achieve the goals

Sales !easure sales and profitabilit5 slice and dice the infor!ation in accordance wit

Pro&its !easure profits and establish where the greatest and least return is co!ing fr

Sales Team Mem$ers !easure sales tea! !e!berFs skills and establish if coach

Customer Service What are the custo!er service procedures and how does it inte

,naly/e the ite!s !easured in )ection three and ad6ust the plan to ensure that we a


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e sales

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ve !ethod of

custo!ers

ed into the $' sste!

e use to ensure that

d at an ti!e This

d the success rate5

gathering and ualification


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of opportunit which the sales

ieved

arter5 or three8!onth periodales tea! !e!bers and

h the E*IFs in section one of

o!

ing and strengthening of skills is

rate into the planC If the custo!er

hieve the targets set in )ection 1 of


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3$S #24


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Sales !ction Plan ,$ST$/CT% SP$!%S0&or:

stablish your ob>ective

These would include categories of custo!ers that ou want to get !ore business fro! The could be

'ealtors5 specific co!panies5 certain tpes of custo!ers >loan custo!ers without checking?5 heav +T

Double check reports and other internal resources that help deter!ine who the profitable relationships

1

2

3

4

Identif other areas where ou could generate !ore business +re there niches that ou are currentl

serving now that have other opportunities in our co!!unit >education5 healthcare5 !anufacturing5

electronic banking5 etcG? If there are profitable categories of custo!ers fro! 0ne >above?5 look for

prospects in si!ilar industries

1

2

3

4

Step Three: %efining the key employees that will help in the processIdentif those in the bank that will help ou acco!plish our goals and what role the will pla

1

2

3

What is the pri!ar goal ou want to acco!plishC Tr to be SMART about it >Specific5 easurable5

!ttainable5 $ealistic and Ti!el?

Step #ne: 2ist your top 8 target customer segments 'to increase wallet share+

Step Two: 2ist your top 8 prospects 'to increase market share+


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4

Step &our: Create your ?milk route@

&ow that ou have identified who ou are going to go after5 ou need to have a wa to go get the!

Depending on our role with the bank5 a H!ilk route could be so!ething as si!ple as !aking a few ph

notes to developing an out8of8office calling plan to get out of the bank and see the custo!er and/or pro

Week 1 Week 2 Week 3 Week 4

onda

Tuesda

Wednesda

Thursda


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3

4

Step ight: ducate yourself

What can ou do for an hour each week to i!prove ourselfC 'ead a book5 industr 6ournal5 bank litera

ou donFt know well5 attend training se!inars5 podcasts5 webinars5 etcG

1

2

3

4

Step ine: $eview and ad>ust

'eview this plan on a regular basis and ad6ust areas that need !odification ever !onth This will be a

Hwork in process and over ti!e will develop into a useful tool for our sales efforts

Step Ten: Stay motivated

What are so!e of the things ou can do to sta !otivatedC

1

2

3

4

otes:


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or debit card users5 etcG

re for our institution


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ne calls and sending personaliBed

pects on a regular basis

ose ends

se ite!s could

pages?5 etcG e consistentK

!onthl basisC


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ure on products/services


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,$ST$/CT% SP$!%S0Streamlined Pipeline Management

Instructions: Enter data into the white and green cells only.

A. Datum Corporation Lead Q1 $300,000

Adventure Works Lead Q1 $200,000

Alpine Ski House pportunit! Q1 $100,000

"ald#in useum o% S&ien&e pportunit! Q2 $'00,000

"lue (onder Airlines Solution )roposed Q2 $*00,000

Cit! )o#er + Li-t Solution )roposed Q2 $300,000

Co-o ine!ard /ormal Approval Q3 $200,000

Co-o Winer! /ormal Approval Q3 $100,000

Co-o ine!ard + Winer! Lead Q3 $'00,000

Contoso, Ltd. pportunit! Q* $300,000

Contoso )-arma&euti&als Solution )roposed Q* $*00,000

Consolidated essener /ormal Approval Q* $200,000

/arikam, n&. Lead Q1 $100,000

/ourt- Co%%ee /ormal Approval Q1 $200,000

rap-i& Desin nstitute /ormal Approval Q2 $300,000

Humonous nsuran&e pportunit! Q2 $300,000

Lit#are, n&. Lead Q* $*00,000

Lu&erne )ulis-in Lead Q* $200,000

aries 4ravel /ormal Approval Q* $'00,000

5ort-#ind 4raders Solution )roposed Q2 $300,000

)rose#are, n&. Solution )roposed Q2 $200,000

S&-ool o% /ine Art Solution )roposed Q3 $200,000

TOTAL $6,200,000

6Company Name7

AccountName

PipelineStage

ForecatCloe

PotentialOpportunity


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!1!/2!3 T# S,3SC$/PT/# 3$S #24

2'8 $9',000 $9',000 $: $:

2'8 $'0,000 $'0,000 $: $:

'08 $'0,000 $'0,000 $: $:

'08 $2'0,000 $: $2'0,000 $:

9'8 $300,000 $: $300,000 $:

9'8 $22',000 $: $22',000 $:

1008 $200,000 $: $: $200,000

1008 $100,000 $: $: $100,000

2'8 $12',000 $: $: $12',000

'08 $1'0,000 $: $: $:

9'8 $300,000 $: $: $:

1008 $200,000 $: $: $:

2'8 $2',000 $2',000 $: $:

1008 $200,000 $200,000 $: $:

1008 $300,000 $: $300,000 $:

'08 $1'0,000 $: $1'0,000 $:

2'8 $100,000 $: $: $:

2'8 $'0,000 $: $: $:

1008 $'00,000 $: $: $:

9'8 $22',000 $: $22',000 $:

9'8 $1'0,000 $: $1'0,000 $:

9'8 $1'0,000 $: $: $1'0,000

$!,"#,000 $%00,000 $&,600,000 $#,000

Cumulati'e $%00,000 $2,000,000 $2,#,000

C(anceo) Sale

*eig(tedForecat

+& *eig(tedForecat

+2 *eig(tedForecat

+! *eig(tedForecat


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Sales strategy: Top eight mistakes to avoid

The selling of goods and services reuires a plan4 We have alread3 discussed how to c7ust as having no plan is a bad idea5 having the wrong plan causes its own set of probl

,ere we will:

.ist a set of co!!on sales strateg3 !istakes

Talk through how 3ou can avoid !aking the!

(. ot using a range of sales channels

Deciding on one sales channel and sticking with it sounds like an eas3 option4 +nd it ce1ultichannel distribution isnFt solel3 a choice !ade b3 co!panies5 itFs a de!and !adewa3s4

If 3ou refuse to acknowledge this 3ou risk falling behind 3ou co!petitors4 + website5 !which 3ou need to consider serving4

). Targeting the wrong customer

When 3ou are choosing products to sell 3ou probabl3 have an idea of 3our target !arkemarket research and competitive benchmarking analysis4 .ook at what 3our co!pe!ake sure 3ou have the right audience in !ind4 Metting this wrong will throw off the suc

6. Sticking rigidly to your plan

/eing ni!ble is an essential ele!ent to success in business4 What is right one week !iorder to !ove with the !arket4 What feedback are 3ou getting fro! 3our sales tea!sCupdated to !ake sure 3ou are getting 3our focus right4

7. *aking is a one way process

2our sales strateg3 involves 3ou talking to 3our target audience4 /ut occasionall3 3our

feedback fro! 3our custo!ers wherever the3 choose to contact 3ou fro! L social !edi

8. Prepare for growth

2ou sales strateg3 is ai!ing for high sales and big growth but can 3our business handle3our sales tea! know how to handle !ultiple ordersC These are uestions 3ou need to

9. ot cross-sellingC

$ross8selling is an effective wa3 of boosting sales b3 increasing the value of e;isting saso!eone 3ou havenFt drawn onto 3our site 3et4

. Skipping channel research

(ach of the channels 3ou will be using to sell 3our products through reuire a full underbrand headfirst into a Twitter or


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eate a sales plan4 &ow itFs ti!e to look at the pitfalls in creating one4!s4

tainl3 is easier5 if 3ou are prepared to lose out on lots of sales43 custo!ers L driven b3 their desire to shop in a range of different

bile site5 social !edia and !arketplace L these are all channels

t and how to reach it4 These assu!ptions need to be backed up withtitors are doing5 speak to 3our !anufacturer and scour the internet tocess of 3our entire sales strateg34

ht not be right the ne;t and 3ou need to be able to read the signs inhat are the anal3tics telling 3ouC 2our plan should constantl3

udience will talk back4 1ake sure 3ou are 3ou listening to the

5 live chat5 co!!ents on 3our site4 &ot listening will lose leads4

it if it co!esC Will 3our site crash if it gets a spike in trafficC Doesask 3ourself and plan for in the strateg34

les4 +n engaged and interested shopper is likel3 to spend !ore than

tanding to get the !ost out of the!4 Throwing 3ourself and 3ourhich 3ou !ight pa3 for down the line4

going fee or take up a lot of ti!e4 Whatever the costs are and how

Documents

Sales Plan Workbook