I can't believe we're into 2012!
As we review with many of our clients what they have accomplished in 2011 there are direct correlations between those who had a strategic sales plan and worked it routinely 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 in a written formate is a simple formula for improving sales results.
The planning process 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 on for the upcoming years 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 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 2012!
If you need help developing a plan and the process to ensure it is implemented and results are achieved give us a call at Neal and Associates Business Consultants 480-229-7880 or visit our web site at www.nealabc.com.
Copyright © 2014 Dave Neal
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