The time has come for you to make the most of your company’s sales opportunities. You can do so by using a sales action plan. But what exactly is a sales action plan? It’s a guide for an organization to define key goals. The organization can then put those goals in place through the steps of a plan.
The action plan will also help your project and your company’s revenue. But you’ve got to make sure that you examine how that revenue will get generated. Also, it’s important to set clear goals for your sales team. This is so they will stay aware of what they need to be working toward. Are you ready to learn more about how having a plan can boost sales numbers? Let’s get started.
How Do I Write a Sales Action Plan?
There are many ways for you to write your sales action plan. We will discuss plenty of plan/activity possibilities in this article. But here are the four most important steps for creating your action plan. 1. Begin writing the plan by focusing on sales goals and sales revenue. 2. Create an outline of the main mission of your sales team. 3. Map out important sales plan milestones. Then, make out sales team deadlines and review periods. 4. Create an ideal prospect profile and insert it into the action plan.
What Are the 7 Steps to Creating a Sales Plan?
Creating a sales plan sometimes involves more than seven steps. But here are seven of the most important steps for creating your sales/action plan. 1. Make an outline of all sales goals that apply to your company’s mission. 2. Make a list of the sales team’s responsibilities and roles. 3. Define the ideal client/prospect persona. 4. Put new sales tactics and strategies in place. 5. Figure out what sales systems, tools, and resources your team needs. 6. Insert specific metrics you want to use into your action plan. 7. Create a budget for your sales team and add it to the plan.
What Are the 4 Selling Strategies?
Do not listen to those that tell you there are only four selling strategies. There are dozens of selling strategies that can help companies succeed. But here are seven of the most important sales strategies. 1. Teach your salespeople that prospects/clients buy benefits and value. 2. Define who your ideal customer is. What do the clients of your business have in common? 3. Define specific problems in your sales room as soon as you notice them. 4. Train your reps to figure out the main problem that each prospect has. 5. Work on creating and defining a clear competitive advantage. Why should your clients choose your business over another business? What will your customers get out of your product or service? 6. Take advantage of social media marketing and content marketing. 7. Train your sales reps to make cold calls.
The Four Step Sales Action Plan to Boost Performance
Let’s save you and your organization some time. You can try using the following four step action plan. It will do more than help you and your team plan for the future. The plan will help ensure that your reps make the most of their future. The plan will also serve as a great framework toward adjusting your present course. Trying following every aspect of it so your team can meet and exceed their sales goals.
Step #1: Assess Your Company’s Past Sales Performance
Go over the last year of sales numbers, metrics, revenue, and more. This will allow you to see both your company’s strengths and weaknesses. This way, you can begin to visualize how the company can improve itself in the long run.
Your team should make post-sale analyses and report them to management. If not, it’s recommended that you get your salespeople to do this. Why? So that management can build an effective strategy for the future. It’s okay for a company to suffer losses, but it’s not okay to sit back and procrastinate on taking action. You must figure out at what point during sales calls your salespeople struggle the most. This will help you understand what needs to change right away. It will also position more future sales opportunities to take place.
Step #2: Determine Problematic Areas That Limit Sales
You must now figure out what problem-areas still exist in your sales room. Here is an example. Say that your salespeople are giving you subpar conversation rates. This means that they need to get trained to work on the following. 1. Their questioning methods with prospects. 2. How to build trust with each prospect. 3. How to do research before sales calls happen. Say that your salespeople struggle in the later stages of their calls. This means that the employees should improve the following. 1. Their sales negotiation skills. 2. How to do sales rebuttals. 3. Their ability to sell value over features.
Evaluating sales metrics will only get you so far in understanding problematic areas. One of the most effective things you can do is meet with each salesperson one-on-one. Ask each rep what’s challenging them the most. Also ask what tools or strategies they feel would help them succeed. Seeking feedback will also boost the morale of your sales team. Most salespeople enjoy feeling like they’re part of the building process.
Step #3: Create Your Own Step by Step Sales Plan to Make Improvements
You have now determined what needs to get improved. This means it’s time to work hard on making big changes that will benefit your company. Focus on the key sales areas that will help you get the biggest ROI possible. This should be one of your top goals.
Say that you’ve determined that your sales team does not have enough qualified leads. The first step should be improving the company’s marketing strategy/procedures. Keep the following notion in mind no matter what unique strategy your company is in need of. Work with each salesperson, one-on-one, to draft a detailed plan. State that you will help each of them develop it. Before these meetings take place, upper management must set clear goals and objectives. Place them into separate daily, weekly, monthly, quarterly, and yearly categories.
Step #4: Coach Your Sales Team for Current & Future Success
Effective management is not enough for having a productive sales team. Your sales team must get coached on a regular basis. This will ensure that they’re on track to reach new goals and objectives that you established in the last step. The sales coaching should focus on development rather than compliance. The sales team must learn how to apply the new skills that they’ve learned. So, give them the opportunity to fix anything that they’ve been struggling with. Say that the sales target is stressing some of them out. If so, try breaking the goals down into smaller chunks that they can handle so no one feels intimidated.
Many companies hire an outside sales coach or consultant. A coach can step in and provide a fresh perspective. This never means that your sales manager isn’t doing a good job. But it’s beneficial to hear an outsider’s views. Training benefits both your sales team and management.
10 Tips to Keep in Mind While Setting Up Your Sales Plan
Keep the following tips in mind while creating your sales plan/action plan. Each tip has assisted business after business in generating better sales numbers. If you have a question about a sales tip, please call or message us today.
Tip #1: Your Sales Team Cannot Lose Sight of Their Mission
Never allow anyone in your company to lose sight of what the main mission and sales goal is. Every sales employee must have awareness at all times. Without a mission to work toward, it’s hard to make consistent sales.
Tip #2: Analyze the Performance of Everyone on Your Sales Team
Analyze everyone on your sales team. What are each of their sales strengths? Sales weaknesses? What can get implemented to improve each of their sales performances? Don’t assume that a poor-performing rep can never improve and have a high impact. The key is to make a custom action plan for each member of the team.
Tip #3: Know Your Buyers & Apply the Knowledge to Your Sales Plan
This is crucial to make sales on a consistent basis. You can’t make sales if you have little knowledge of who you’re selling to. Sure, your action plan must detail who your average customer is. But it should also address how the company can continue to get sales from average customers. The better you understand them, the more sales your reps can make. That’s because they can provide solutions for every prospect. Recognizing the ideal customer is a key prospecting action. Your reps will get reply after reply from prospects when they form a strong connection.
Tip #4: Put Sales Resources & Tools in Place to Boost Performance
Don’t only note which resources and tools, such as CRM software, your company uses right now. Come up with a list of new ones that you feel will help your sales people succeed. (You can read more BITB blogs about high impact sales tools.)
Tip #5: Ensure That Your Sales Plan Positions Your Company for the Future
You can’t only analyze the past and present of your sales efforts. You have to do the best you can to focus on the future. All industries change. That’s why new sales activities should get created. Ask yourself, “What changes are my company the most concerned about?” But don’t stop there with sales overview questions. Ask, “How can we turn change into a sales advantage for us?”
Tip #6: Create a Marketing Plan
Sales and marketing go hand-in-hand. You can’t only have a sales plan. You also need a marketing plan. Figure out which marketing strategies have worked for you in the past and which have not. Next, come up with a list of new marketing strategies. This will help you and the rest of management position the company for success. At some point, you can combine your marketing plan and sales plan into one document.
Tip #7: Use a Step by Step Prospecting Plan
How are your salespeople going to qualify the leads that marketing provides them? Well, a specific sales action plan must be in place. This is crucial to the success of a sales team. Contact our firm today for a free sales prospecting plan template. That free template gets created through advanced Spotio PM software. (We also sometimes use Hubspot technology.) The Spotio software is an effective performance boosting tool. The free template can serve as a performance overview for strategy training. Having a sales plan from our coaches will position you and your team for success. Your reps can learn prospecting action after action to achieve long-term success.
Tip #8: Define Key Actions for Every Sales Strategy
Put all the new sales actions you and your company will be doing into a single list. Then go over the list/sales plan in an upper management meeting. Yes, this will make everyone feel better about the future. But working together and discussing sales strategies will help you determine new actions. Discuss which actions sales reps should focus on. You can then apply those actions into your sales plan. Here’s an example. Our firm used to get poor performance out of a rep named Rebecca. She struggled to connect with prospects and clients. That was due to her having a background in retail. But our business did not give up on Rebecca. Instead, we defined key actions she could take to improve her sales activity. She now has a clear strategy to meet the goals of our business. As a result, her sales numbers continue to improve.
Tip #9: Re-Write Your Sales Goals & Put the Goals in Your Action Plan
Reevaluate all the company’s sales goals after speaking to every salesperson one-on-one. The goals might seem too lofty for some people on your team. Or, you might realize that your company is capable of even more output than you first had in mind. But no matter what, you’ve got to re-write your sales plan. In fact, the sales plan should get re-written every quarter. Otherwise, the efforts of your team could not seem effective enough. Many teams experience better sales results when they update their action plan.
Tip #10: Plan Out Your Sales Budget
Management should figure out all costs involved in obtaining your new sales goals. Consider the following sales team factors and apply them to your action plan. 1. The salary of each person in your sales room. 2. The cost of sales training. 3. Commission based on sales performance. 4. The cost of sales tools. 5. The cost of sales resources. 6. An incentive overview for everyone in the sales department. 7. Effective sales activities to help your employees thrive. 8. Business and travel expenses for the sales team. 9. Food and beverage costs for the entire group/sales team. 10. The cost of an outside sales consultant and his/her coaching fees.
You Can Boost the Sales Performance of Your Reps With a Sales Action Plan
If your company isn’t using a sales action plan, then it is most likely missing out. On what? Well, many factors. But here’s the most important: getting the most sales revenue possible. So, get an action plan up and running as soon as possible for your group of reps. This is so you won’t get left behind in the dust in the ever-changing business climate. Say that implementation of the action plan doesn’t go as well as you had in mind. This means you should consider hiring an outside sales consultant or coach. That person can step in and maximize the success of both your salespeople and your business.
Please contact us today if you would like to learn more about our sales training programs. Studies prove that sales training has a high impact on every business. Revamping sales strategies can boost sales performance and create solutions. Also let us know if you’d like to receive a free sales plan template. Business after business benefits from our sales plan template software. It provides a custom step by step overview that leads to forming a winning sales strategy. We want your employees to feel like they’re members of successful sales teams. And we have the tools to ensure that your business puts the right strategy in place.