Find out what is a sales plan and find out how to create your own sales plan template with this guide.
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In this article:
- What is a sales plan?
- Who creates and benefits from the sales plan?
- Why do you need a sales plan?
- Where is the sales plan in your company?
- When do you need to create and update your sales plan template?
- How to create my own sales plan?
- Mission, vision and context
- Objectives and schedule
- Members of the team
- Target market
- Market position
- Marketing Strategy
- Plan of action
- Sales plan template
- Other models of sales plan
How to write a sales plan template
What is a sales plan?
A sales plan is a strategy in which you expose your objectives, tactics, potential challenges and target market. Here you also identify what not you will perform to achieve your goals.
It sounds like a business plan, but it focuses more on your sales strategy. While you lay goals on a business plan, in a sales plan, you trace How you will achieve these goals.
Typically, a sales plan template includes the following parts:
- Target market
- Business and / or volume goals
- Deadlines and individuals directly responsible (DRI)
- Team structure
- Strategies and tactics
- Prices and promotions
- Market conditions
Who creates and benefits from the sales plan?
Sales professionals are responsible for creating sales plans. No matter what position you hold, as long as you work in sales, it's essential to know how to create a sales plan.
Ideally, VRP should be tasked with creating an individual sales plan as part of their training. This will give them an idea of how to write and work with a sales plan template.
Managers, sales managers and contractors all benefit from a sales plan. This is a very useful guide for your business, your service or your sales team.
Why do you need a sales plan?
Having a sales plan template will help you:
- Identify the sales objectives of your business
- Choose sales strategies tailored to your target market
- Propose tactics that will allow your sales team to implement your strategies
- Determine the budget you need for your sales efforts
- Activate and motivate your sales team
- Evaluate your goals regularly to improve your approach
Your strategic sales plan will keep your business and sales team under control. It will also serve as a reference for evaluating your goals and achievements.
Perhaps the most important role of a sales plan is to meet the needs of your potential customers and potential customers.
Where is the sales plan in your company?
Your sales plan template can be part of your marketing plan or can also: extra charge he. As mentioned earlier, a sales plan is similar to a business plan, but it puts more emphasis on strategy.
These three plans – the business, marketing and sales plans – all serve to drive the efforts of your sales team. You map them at the beginning of the exercise, for example, and then you develop them throughout the year.
When do you need to create and update your sales plan template?
Many companies regularly develop and improve their sales plan template. Some do it every 6 or 12 months, or as needed.
It is important that you and your team treat your sales plan as a dynamic document on which you can (and should) support yourself regularly.
How to create my own sales plan?
If you are new to creating a sales program template or if you simply need a reminder, you are in the right place. Here are the basics to cover when writing a sales plan:
1. Mission, vision and context
First, you should start by stating the mission and vision of your business. You can also include a brief history of your business as basic information.
These will provide the context of your sales plan and their specific details.
2. Objectives and timetable
Then it's time to set your sales goals, which can be based on revenue or volumes. Make sure you set realistic goals so that your sales plan is achievable.
When setting goals, you should consider the following:
- Price of the product
- Total Addressable Market (TAM)
- Penetration of the market
Most likely you will have more than one goal. The key is to identify those who are high level and those who will help you achieve these high level goals.
When setting priorities for each goal, set a schedule to reach them. This will allow you to know if you are early, on track, or behind target.
If so, indicate who are the people directly responsible. For example, set quotas for your individual representatives so that they can all contribute to a common goal.
In some cases, identifying ANPs will prevent you from duplicating work and transferring blame because each person has a specific task related to the goal.
3. Members of the team
List who your team members are and what their roles are. If you plan to add to this membership, also include the following:
- The number of employees you want to add
- Job title of each employee
- When you plan to integrate them into the team
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4. Target market
Knowing what your target market is for each product or service is crucial. As you work, imagine what your ideal client would look like.
While it's important to have one buyer, be equally open to having different buyers for each product or service you offer.
Your target market may change over time, depending on the evolution of your sales strategy and business solutions. Over time, you will eventually discover which market is best for a product or service.
That's why it's important to be consistent in evaluating and updating your buyer personalities.
Your sales plan template should also include a list of resources, tools, and software that your sales team will use to achieve your goals.
It also means including what your salespeople will use to do their job. Some examples are training, sales activation tools and sales reports, among others.
6. Market position
In this section, you will list who your competitors are. Explain here how your offers compare to theirs – the pros and cons.
You must also include the price comparison between you and your competitors. Also do not forget to discuss current market trends and try to predict the kind of impact they will have on your business.
7. Marketing Strategy
Here, you will dive deeper into two elements of marketing mix: price and promotion. Describe your pricing strategy and find out in detail about the promotions you plan to offer.
What tactics will you use to increase brand awareness and lead generation? As you understand this, do not forget to understand how it will affect your sales.
What will be your prospecting strategy? List the criteria your salespeople should look for in prospects and prospects before contacting them.
At the same time, you must also identify the sales methods that your sales team will use to close more deals.
9. Plan of action
You now have your goals, so it's time to come up with action plans that will help you reach them. This is basically your game plan to achieve the revenue goals you have set.
To create a blueprint, follow this simple process:
- Set an objective
- List the tasks that will help you reach the goal
Determine the costs associated with achieving your sales goals. To make sure the budget of your sales plan is accurate, compare it with your sales forecast.
Sales plan template
Here is a model of a practical sales plan based on the elements mentioned above. Fill each part as a starting point to create your own template.
Name of the company:
I. Mission, vision and context
- Mission and vision of society
- Brief history or background of the company
II. Objectives and schedule
Examples of sales and calendar goals
- April 2019: $ 10,000
- May 2019: $ 10,000
- June 2019: $ 12,000
III. Members of the team
- First name – profession
Describe the role, including tasks and expectations. In addition, include information about integration.
IV Target Market
Describe carefully who this person is – basic demographics, lifestyle, interests, etc.
Make a list of the resources, tools, and software that employees need to do their jobs and get the team to achieve sales goals.
VI. Market position
Similarities and differences between products / services
Current market situation
Include information on market or industry trends that may affect you or your competitors.
VII. Marketing Strategy
Example of a price and promotion strategy:
- Product 1
- Pricing strategy: lower price from $ 500 to $ 450 on June 1st.
- Impact on sales: Increase monthly sales by 10%
- Product 2
- Promotional Strategy: Organize an incentive for customers from June 15 to 30.
- Impact on sales: Increase monthly sales by 15%.
Identify the sales methods that representatives will use to complete transactions.
Criteria for qualifying runways:
IX. Plan of action
Examples of costs:
- Salary / Commission
- Sales tools and resources
- Travel cost
Other models of sales plan
If you are stuck with your own sales program template, try one of these templates:
- Sale plan of one page by the balance
- Free Sales Plan Template by Fit Small Business
With regard to sales plans, there is no single solution. Always remember that your sales plan template must meet the needs of your customers and help you achieve your goals, no matter how you choose to write.
Finally, do not forget to review and update your strategic sales plan to make sure your business is moving in the right direction.
How do you create your sales plan template? We would love to hear your ideas in the comments section below!