The key to effective sales planning is thinking and preparation. One of the keys to successful selling is having a written game plan. I won't say this is easy because it's not.
Because it's not easy to do it's easy to avoid doing - and that's huge mistake.
If you're ready to roll up your sleeves and get to work, let's begin.
Who are your existing customers? Prioritize these customers two ways. First prioritize your customer list based on sales revenue. Then prioritize your customer list based on sales potential.
Who are your prospects? Prioritize your list of prospects based on sales potential.
Develop a sales call plan based on anticipated sales call frequency. Determine how many times a year you want to visit your best customers. Determine how many times a year you want to visit your second-tier, or medium-size customers. Then determine how many times a year you want to visit your small-size customers.
Do the same thing for your sales prospects. Determine how many times a year you want to visit your large sales prospects, medium-size and smaller sales prospects.
Once you've completed this exercise you can begin to map out a sales call plan based on geography and sales potential. More on those specific topics to follow. Until then remember success equals sustained hard work and failure is just a tool to get there.
Because it's not easy to do it's easy to avoid doing - and that's huge mistake.
If you're ready to roll up your sleeves and get to work, let's begin.
Who are your existing customers? Prioritize these customers two ways. First prioritize your customer list based on sales revenue. Then prioritize your customer list based on sales potential.
Who are your prospects? Prioritize your list of prospects based on sales potential.
Develop a sales call plan based on anticipated sales call frequency. Determine how many times a year you want to visit your best customers. Determine how many times a year you want to visit your second-tier, or medium-size customers. Then determine how many times a year you want to visit your small-size customers.
Do the same thing for your sales prospects. Determine how many times a year you want to visit your large sales prospects, medium-size and smaller sales prospects.
Once you've completed this exercise you can begin to map out a sales call plan based on geography and sales potential. More on those specific topics to follow. Until then remember success equals sustained hard work and failure is just a tool to get there.
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