An old boss of mine used to say, “if it ain't written down it doesn't exist"!
The implication for planning is very clear, translating an idea to something on paper, then refining it and committing to it is simply what the best sales professionals do.
Well thought out plans are why the best sales professionals produce 80% of all sales.
If you don't know where you are going then any road will get you there!
It is remarkable the number of sales people who never develop a sales plan for themselves and even more remarkable how many companies don't require their sales managers to develop a sales plan for their respective sales teams.
There are three critical components to any effective sales plan;
1. Develop goals that are measurable
2. Create the critical activities to achieve those goals
3. Establish a tool to track both goals and critical activities (CRM)
One last point, both the sales plan and the individual sales plans need to be precisely aligned with the company's overall strategic direction. The process of getting these three plans in concert with one another ensures success.
It's never too late to develop a plan, 2013 will be a better year for those who plan properly.
If you need help designing and implementing a sales planning process give us a call.
Copyright © 2014 Dave Neal
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