Strategic Sales Planning for 2014 " Who owns the numbers?" -- Dave Neal

I can't believe we have about 50 working days left in 2013!

As we review with our clients what they have accomplished in 2013 there is a direct correlations between those who had a strategic sales plan and those who didn't.

An old mentor of mine use to say if it isn't written down it doesn't exist. Getting alignment of the overall company's objectives and goals along with the sales team and each sales professional is a simple formula for improving sales results.

A great question from an owner to ask is, who owns the numbers? The implication is very fundamental, if no one is accountable for achieving the sales numbers then hitting goals will be just a matter of luck!

The planning process doesn’t need not be complicated or time consuming, here are a few ideas:

1. Senior management determine overall direction of where they want their sales to focus as well as measurable goals.
   
2. Sales management distills the company's objectives and goals into individual sales plans for each sales professional on the sales team.
   
3. Individual sales plans are tracked in some manner most likely in one of today's great CRM systems.
   
4. Routine/ structured sales meetings focused on coaching critical activities to achieve desired results.
   

The commitment to a strategic sales plan is the single most important thing management can do to improve sales results for 2014!

If you need help developing a plan and the process to ensure it is implemented give us a call at Neal and Associates Business Consultants, 480-229-7800, email dneal@nealabc.com, or visit our web site at www.nealabc.comwww.nealabc.com.
Copyright © 2010 Dave Neal