The 9 Step Guide to Sales Transformation: Sales Plan

Posted: October 8, 2018

Step 2 in the 9 Step Guide to Transformational Sales

Last week, we covered Step 1 in the 9 Steps to Sales Transformation - sales analysis. Today, we are drilling into Step 2 in the 9 Step Process and discussing how to create a Sales Plan that suits the needs of your sales organization.

Here at Sales Bullpen, we help sales organizations develop sales plans by helping you strategically focus on the weak points, develop them into strengths, and set growth targets.

Here’s what you gain through a sales plan:

  • Clear Goals
  • Identification of Your Ideal Target Market
  • Strategic Messaging
  • Focus on the Right Activities

Following your sales analysis, you should have everything you need to draft a clear sales plan. Here’s how and why you should.

The 9 Steps to Sales Transformation: Sales Plan

Developing a clear, consistent sales plan is a prerequisite for sales organization success.

According to Paul O’Donohue, SalesStar’s Founder and Global CEO, “companies looking for a clear path to transform their results often miss the planning part. When you don't have a plan, you're not making good strategic decisions, from not knowing where to focus your team to what type of salesperson to hire.”

A good sales plan, says O’Donohue, serves as a compass to your overall success. It maps “where your current revenue is coming from and what future channels to strategically target in order to reach your growth goals.”

A well-developed sales plan also goes beyond just numbers. According to SalesStar, “a sales plan with just numbers isn't a plan, you need to know how you're going to get there, who is going to execute it, when that's going to happen and whether you have the right team to do it.”

Fully-designed sales plans also “strategically identify the way(s) to reach your goals as fast as possible. In other words, maximizing your return on time (ROT). The first step to achieving this is to identify your target market.”

Over on Objective Management Group’s Blog, Dave Kurlan lays out a great analogy arguing the need for a well thought-out sales plan, comparing it specifically to a car GPS system.

“You wouldn't think about getting into your car and driving to a new destination without typing the address into your car's navigation system. Why?  Several reasons:

  • Fear - you don't want to get lost
  • First impressions - you don't want to be late
  • Stress - you don't want to worry about it
  • Progress - you want to know how far away you are
  • Safety - you want to watch the road, not read directions
  • Control - you don't want any surprises
  • Efficiency - your GPS knows the way to carry the sleigh

There are probably more but you get the gist of it.  And selling is the same way. Each one of those 7 reasons for using a GPS applies to a sales cycle, so it makes sense that your sales force should have a sales GPS or a process.”

As you can see, there are myriad reasons to develop a well-designed, scientific sales plan. If you don’t know where you are going, you will spin your wheels (metaphorically speaking) or - worse, yet - you will take your sales organization in the wrong direction.

How do you start developing a sales plan? Begin with a comprehensive deep dive on your ideal buyer persona - who buys your product or service and why?

SalesStar has a great breakdown of 3 simple starting points:

Geographic: Where are they located, are they local or further afield?
Demographic: Gender, how old are they, what industry do they work in and in what role?
Psyche: What is the mindset of your top clients? Do they value what you do?

Ready to get started? Contact us to get a free assessment from Sales Bullpen.


Contact Us