Did you achieve this past month’s sales goal? Are you ahead or behind for the new fiscal year?
Too many sales leaders and their sales teams are only focused on achieving monthly targets – this will NOT help you exceed your sales goal for the year. As a sales pro, you know that when customers defer decision-making, it elongates the sales cycle. You have to be focused on the bigger picture and the entire year in order to reap the best results.
The secret ingredient? Proactively identifying your 7-day task to achieve your yearly goal.
Sales Planning is all about alignment: Aligning your territory goals and plan with your company’s goals and plan.Sales Planning is all about alignment: Aligning your territory goals and plan with your company’s goals and plan. Click To Tweet
From there, it’s about aligning every customer meeting to ensure it is purposeful in achieving your yearly sales goals and company goals.
The reality is, most sales professionals don’t take the time to analyze and build their territory and sales plan each year. This is critical to your sales success, especially as your goals will continue to increase each year.
In order to get the most out of your sales planning, we have created this Sales Plan Template, as well as this quick list of best practices for creating an actionable territory/sales plan:
> Align your territory goals with your company goals and other KPIs.
> Plan Early – You should begin territory planning at least three to six months before your new fiscal year so that when the year begins, you have a workable plan to put into action. If you have not done this, you can still do so TODAY!
> Analyze your territory – Break it down into A, B, C and even D accounts. How can you turn your B accounts into A accounts and your A accounts into A+ top accounts? Can you delegate your C and D accounts to inside sales or customer service?
> Know your numbers – How many new clients did you secure last year to achieve your goals? What is your average account size? How many accounts are above your average account size? How many accounts are below your average account size?
> Plan to Prospect – How many prospects must you secure in order to hit your sales goal? Which companies in your territory will you approach? Create your target “suspect” list.Plan to Prospect - How many prospects must you secure in order to hit your sales goal? Which companies in your territory will you approach? Create your target “suspect” list. Click To Tweet
> How can you make every call more purposeful to align with your territory plan goals and company goals? Apply the PURPOSE consultative framework. Time is money.
> Managing your territory is like managing your own business. Maximize your products/services, smartly maximize the usage of your time, and you’ll see your territory grow like a profitable business.
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.