As a sales-driven organisation you should be crystal clear on two things: where you’re going and how you’ll get there. An SLP sales plan offers clarity on both fronts.
Creating a sales plan or a sales strategy might seem like a given – something every business must do. But the day-to-day reality of running your business can see the task forever pushed down the priority list, leaving your organisation at best ticking over and at worst rudderless, drifting wherever the prevailing winds take it.
Sales is a hyper-competitive field that is constantly in flux. Buying behaviour evolves, new sales trends emerge and competition is always trying to outdo you. Without a plan your business will inevitably fall behind.
You need to realise the importance of strategy and fully commit to sales planning. You must set time and resources aside to develop and implement a solid plan, or revisit and rework your current plan.
At SLP we’re experts at developing clear, adaptable and effective sales plans and growth strategies, then training your team up to implement them. We’ve built a reputation for helping business owners, CEOs and other key stakeholders develop, refine and implement sales plans that chart a path to a level of growth they’ve never seen before.
At SLP we know that salespeople who plan the fight don't fight the plan. Where most sales companies go wrong is in developing sales strategies and plans at management level, then asking the sales team to execute. Rarely does this approach result in true buy-in and peak performance. Your salespeople are speaking with prospects every day, so it is critical that they are involved in developing the plan, to ensure both performance and buy-in.
What is a sales plan?
SLP sales plans are strategic documents that describe how a business will improve its sales results. They cover a specific period, feature specific targets, outline exactly how those targets will be achieved and calculate the resources the plan will require.
An SLP sales plan is a guiding light for business leaders, managers and salespeople alike. It offers a big picture view, outlining major sales and revenue goals, and also goes into detail, explaining how these results will be achieved by sales teams. It gives individuals an understanding of business priorities, and outlines exactly how they can contribute to this overall success.
The best sales plans, like those developed by SLP, consider every factor that will contribute to sales results, including:
- Identifying and recruiting for sales talent gaps.
- Giving your team clarity on things like targets, territory, market and role.
- Investing in professional development for your sales team.
- Foreseeing possible issues and developing contingency plans to overcome them.
It should be noted that a sales plan (or sales strategy) differs slightly from a business plan. A business plan can be thought of as the ‘what’, while the sales plan is the ‘how’. The two are closely related, and work toward the same end, but an SLP sales plan is more explicit in exactly how the aims of the business will be achieved, and focuses more specifically on sales.
How do I make a sales plan?
The responsibility of crafting an effective sales plan can be overwhelming, particularly if you don’t have much experience in doing so. That’s why so many businesses answer the question ‘how do I make a sales plan?’ by choosing to partner with SLP’s sales planning experts.
At SLP we have spent years guiding businesses on developing clear, actionable and ultra-effective sales plans and strategies that help you to achieve your goals sooner. We know that every organisation is different, with unique needs, objectives and circumstances, so we take an adaptable approach to sales planning.
At a base level, an SLP sales plan includes the following information:
- The development of 90-day strategic priorities.
- The development of a budget forecast factoring in recurring revenue, forward orders, churn and the share of wallet (SOW) vs new business growth required.
- The establishment of the number of calls, conversion rates, meetings and proposals required to achieve your goals (reverse engineered from your budget forecast).
- The clarification of strategic growth intent.
- Clarity on the target markets, including factors like industry, geographical location, business size and more.
- Clarity on the target audience: the decision makers, gatekeepers and influencers in your target markets.
- Strategic messaging, positioning statements and unique value propositions (UVPs) your team will use when approaching your target market, to increase the chance of getting a meeting and winning against a similarly priced or lower priced competitor.
At SLP we’re experts at distilling the complex task of sales growth into a plan that is simple to understand, practical to execute and designed around realistic yet ambitious goals. We guide you through the steps of forming your sales strategy, delivering an active and integrated plan of attack that ensures you and your team are accountable and ultimately successful.