Goals – What are you going to achieve?

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There is too much benefit derived from this process not to do it. Customize the template offered below. Or even better, salespeople can use the expanded template along with the coaching provided in Chapter 14 of New Sales. Simplified., while sales leaders can get that info better tailored to their needs in Chapter 26 of Sales Management. Simplified.

Provide the template to each member of the sales team and ask them to write and prepare to present their own plan to the team (or just to senior management).

I’ve found it works well to give the team a few weeks to go through the exercise and to be very specific about how long they will have to present their plans. Typically, I’ve observed 20-30 minutes to present and ten minutes for Q & A usually works nicely.

Essential Components of the Plan
I think there is a lot of room for flexibility as far as what russia telegram data goes into the template. Every business and sales role is different and that is why each company needs a customized plan. Having said that, there are five categories or sections that I believe are essential:

We always start with the end in mind! Possible bullets in this section include total revenue or gross margin goals for the year, # of new accounts or new pieces of business acquired, $ from existing accounts and $ from new accounts, specific product-mix goals, and even asking the rep to “name and claim” the monster account or dream client they will nail this year.

Strategies – How are you going to do it?
Where is it going to come from? In this section I like to ask questions about market focus, target account lists, major cross-sell opportunities, most growable or most at-risk accounts, what new approaches will the rep take to get in front of new prospects, how will they better penetrate current customers, where will they concentrate their efforts and so on.

Actions – What are you going to do?
In this section I want to hear about activity and metrics. What’s “The Math?” How many calls, initial face-to-face meetings? What type of commitment to time-blocking? To what activity goals and metrics will you/the rep be accountable?