It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan.
Other questions you should consider:
• What went well in the past year?
- • What did not go well?
- • What are the key drivers?
- • What are the key metrics?
- • What are the risks?
- • What are the opportunities?
• What are some of the specific factors you will be
facing in 2012?
- • What assumptions are you making about the market in 2012?
- • What assumptions did you make about your
offerings in 2011? Still true? - • What assumptions did you make about your company
capability in 2011? Still true?
Topics: Table of Contents for the Section
Executive Summary
- Company Mission and Strategic Alignment
2.1.1 Company Mission statement
2.1.2 Company Goals
2.1.3 Company Strategy
2.1.4 Company Critical Success Factors
2.1.5 Key measurements (Market share, profit, growth, etc)
- Sales Goals
3.1.1 Revenue
3.1.2 Profit
3.1.3 Units or Product Groups
3.1.4 Target Customers
3.1.5 Market Share
3.1.6 Other Goals
3.1.7 Sales Organization
3.1.8 Personal Goals
- Market Coverage Strategy
4.1.1 Market definition
4.1.2 Territory definition
4.1.3 Target Accounts
4.1.4 Customer buying process
- Sales Strategy
5.1.1 Channel strategy (link to Sales Strategy player)
5.1.2 Partners and Alliances
5.1.2.1.1 Strategy
5.1.2.1.2 How to leverage relationships
- Sales Cost Model
6.1.1 Compensation targets for sales organization
6.1.2 Travel and Entertainment
6.1.3 Discounts, promotions
6.1.4 Reward and Recognition
- Develop Human Resources (Link to Build an Organization)
7.1.1 Candidate profiles for each position
7.1.2 Job Descriptions
7.1.3 Hiring Process
7.1.4 Growth Plan (hiring plan)
- Training Plan
8.1.1 Sales skills
8.1.2 Product Service
8.1.3 Sales Process
8.1.4 Sales Certification
8.1.5 New Hire Training Plan
- Compensation Plan (Link to Reward and Recognition)
- Sales Process/ Sales Cycle definition: Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care)
10.1.1 Productivity Model,
10.1.2 Model Pipeline
10.1.3 Activity metrics
- Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section?
- Support systems (HR, Marketing, administration, IT, Engineering, Manufacturing)
12.1.1 Sales Force Automation/ CRM technology
12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases
12.1.3 Competitive Analysis
- Execute
- a. Prepare for launch, (internal buy-in to plan, communication)
- b. Launch (Kickoff meeting), move to Tools to execute
- c. Pipeline Development process
- d. Commission and performance reports
- e. Customer Relationship programs
