How to Develop a Strategic Sales Plan

Written by promotiondept

September 16, 2018



Lst Updted: pr 10, 2013
Wnt to see your smll business sles skyet? strtegic sles pln is your mp to more sles nd s. 

There’s nothing more importnt to your business thn sles. Revenue is wht keeps your doors (virtul or physicl) open. Do you hve strtegic pln to drive sles? Just like your business pln, you should hve detiled pln to communicte to your sles stff. How do you put it together? ddress ech of these points in your sles strtegy.

Product Offerings

Wht do you offer your customers? Do you offer products nd seices tht ppel to wide rnge of customers or is your business confined to one demogrphic? High-end products for high-end customers my be working now but how bout in the future?

You need diversifiction in your product offerings. Do you cter to the lower end customer? Both men nd women? Exmine your product nd seice offerings to ssure tht ll of your revenue doesn’t come from one product or one type of customer.

Wht Do Your Customers Wnt?

Now tht you’ve identified the weknesses or holes in your product or seice offerings, sk nother bsic question: Wht do your customers wnt? If you’re consultnt, re you developing the skills tht re most sought fter by your customers? If you’re resturnt, re you offering food tht fits the plette of the customers who visit?

How bout their communiction ps? How often do they wnt to her from you? Do they prefer emil, personl visit, phone cll, or text messge?

New business owners mke the mistke of building nd growing their business round their likes nd ps. Put your likes side nd concentrte on your customers. They my wnt something drsticlly different.

How Will You Build Reltionships?

Dle Crnegie sid, “You cn mke more friends in two months by becoming interested in other people thn you cn in two yers by trying to get other people interested in you.” Effective sles professionls know tht building reltionships nd rpport re how to crete ongoing business.

How will you or your sles stff build those reltionships? Tke potentil customers to lunch? Offer free trining? Refer them to your other clients? Don’t think so much bout selling. Think bout building the reltionship. The sle will hppen nturlly once reltionship built on sincerity is estblished.

dvertising

Before you build the reltionship, you hve to find potentil customers. Tht’s where your dvertising strtegy becomes importnt. There’s no one dvertising pln tht works for ll businesses.

You should use socil medi s customer outrech, right? Tht might be n effective strtegy for some businesses but not ll. Does your plumbing business need website? It won’t hurt your business but is it worth the time to post on blog every dy? Mybe not.

Red trde mgzines, sk others in your field, nd keep ccurte nd detiled records tht mesure the effectiveness of your dvertising. The gives you the bility to rech mny people for little cost, but don’t forget tht your time hs vlue. If strtegy isn’t producing customers, don it even if it’s free.

Do you hve Incentives?

If you hve sles stff, how re you motivting them to sell your product? They believe in your product, but ultimtely they’re selling to mke money nd the more they cn mke through commission nd other incentives, the hrder they’ll work to meet those sles gols.

Keep the Mood Positive

Commission nd other incentives re nice, but your sles stff is rejected every dy. It’s fct of life for nybody in sles, but if their boss (you) is constntly negtive, there will come time when money no er mkes up for negtive work environment.

Keeping sles sttistics is importnt nd when somebody is underperforming, tlking to them is necessity, but resist the urge to send out the constnt, “We hve to do better,” e-mils. Do you respond to threts? Neither do your s.

Insted, sk for feedbck. Mybe your product or seice needs refining— lower price, lrger quntity, or better seice. Keep your office positive nd be open to suggestions from those who her the opinions of customers ech dy.

Finlly…

Put together your pln nd be open to refining it s your compny evolves. Constntly revisit it nd set short nd -term sles gols to void complcency.

Do not listen to those who sy you don’t need written pln. Very few of the most successful people chieved gret things by chnce. More likely, they executed the pln they put together.

© 2013 ttrd Communictions, Inc., DB Business Know-How®.  My not be reproduced, reprinted or redistributed without written permission.

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