One of the fundamental sales steps that is often missed by organizations is collaborative strategic sales planning. It’s all about engaging your sales team to come up with the key activities required to grow your business.
Instead of being a top-down organizational strategy which a lot of organizations do, or an approach by which you ask you individual salespeople to come up with a plan every year–get your team together and workshop your sales plan for the next year. The motivation increases markedly, because the team actually originates the plan, instead of simply being told they need to grow their business.
There are three key elements for any sales plan:
- The What: What do we want to achieve? What are our targets? What are our target markets?
- The How: How are we going to achieve those targets? How are we going to engage, persuade and retain our target clients?
- The Why: Why is this activity that we’ve all agreed on, and why are these targets, and why are these goals, important for the business, and important for the individuals?
Just checking your own sales plan, you can simply see if it answers up to all three of these elements.
John host John Golden as he explores this incredible subject with leading sales consultant Joe Micallef.
Joe Micallef is an award-winning sales expert with over 25 years of business and sales leadership experience in Australia, Canada and the USA. This valuable global experience has ideally positioned Joe to share insights on universal best practices for achieving sales success.
John Golden is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories. He recently published his second book Social Upheaval: How to Win at Social Selling. A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CSO and CMO at Pipeliner CRM.
Pipeliner CRM empowers sales team to precisely target their plans. Download a free trial now.