I'd really like to make a kick-ass plan to jump start 2009. I already feel delayed but, with my salesplan, I'd rather be late than never.
Last year, our company offered a resource to help build our sales plans. They did not offer this same resource this year.
I could use my previous plan but it feels stale.
Suggestions on resources that will help me draft my plan?
Sales Plans are "math" Sales Results are action
Posted 4:56 PM on 01/15/09
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Here's a bold plan: Figure out how much in commissions you want to earn, and then either put a 1 in front of it or a 0 behind it. So if you want to make 50,000, then either make it 150,000 or 500,000.
Okay, that's not a plan, that's a goal...
But from there, figure out what your average sales commission is. Let's say it's $1,000 per sale. You'd need to make 150 sales to match the 150,000 figure, or 500 to match the 500,000. Simple, right?
Let's go with the 150,000 (just to make the math easy). And let's say that you close 30% of all people who you pre-qualify and decide that you want to do business with. So if you need 150 sales, then you need (clickety-click) roughly 500 quality "leads" or "prospects" or "potential customers" or whatever term you use. Say you work 50 weeks a year, (2 week vacation!) you'll need to meet with 10 quality prospective clients/customers/people we serve/whatever each week, or roughly 2 per day.
Okay, so to meet with 2 per day, you probably need to schedule meeting with 6 total because four are going to be duds. Let's say that's "your math" for goals.
Now all you need to focus on is meeting with 6 new people each day, 5 days a week. Now, I'm not saying "present" to 6--four of the six you'll probably find out real quick you should run away from (and if you don't, close them and take Thursday and Friday off!)
Anyway, this is a simple sales plan. But none of it matters unless you actually DO what you say you will do. All you can really control is how many "attempts" to meet with someone you will make. You can't make someone answer the door or the phone or open your letters, but you can call or drop by or send the letter. From there, figure out your ratios and do some quick algebra.
And then do your algebra!
Sales Plans are "Math" Sales Results are Action
Posted 2:00 PM on 03/17/09
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I strongly agree that sales is a numbers game! I would suggest before you put that amazing plan into action, solve this equation first.
How many sales calls did you go on in 2008?
Of that How many of those did you close?
Of the ones that you didn’t close, what was the reason for not closing?
What was the common trend as to why they didn’t close and how have you tailored your approach bridge the gap?
Work smarter not harder !!!!