How To Plan A Sales Strategy To Sell More

A good sales plan begins with outlining your goals and strategies. What are your goals? What structure will the team take? Which reps will you hire? What measurements and communication tools will you use? How much revenue do you need to achieve? How will you evaluate performance? When you have these answers, it’s time to create a plan.

A well-designed sales plan is a routine resource for your team members. With it, they can better understand their role, responsibilities, targets, tactics and methods. It empowers your team members to perform at their best level. Because it's loaded with detailed strategies and best practices, the reps are able to consistently refer back for support.

What Is A Sales Plan And The Need To Create One?

The sales plan is a roadmap that can help you meet your objectives and goals of your business plan. The activities in the plans may be different depending on your target market, but it will outline what needs to take place in order to reach your desired goal.

Many leaders see the sales plan as an extension of the traditional business plan. The business plan contains strategies and revenue goals across the organization, while the sales plan lays out how to help achieve them within the sales team.

In order to be an effective salesperson, you need to:

  • What is the mission of your company, and what does it do in the market?
  • The structure for your sales team? Will it be composed of people with different expertise or will everyone be required to have the same experience and knowledge base?

With your goals and targets in mind, you can break them down by quarterly and monthly quotas.


What Type Of Market Are You Targeting?

The sales strategies and methodologies will be chosen to guide your reps. Techniques such as focused-selling, win/win selling, and cross selling will also be implemented. What do you plan to do with this data? What will be the specific projects and activities for each month for example?

Measuring performance and results: Measurement tools

Before we get into the benefits of a sales plan, you must understand its purpose. After doing so, the process should be more effective in terms of communication and buy-in.

Benefits of a sales plan

Most salespeople are driven to get the job done by any means necessary, which often creates a lack of planning.

Reps might think this approach will help them hit quota, but the downside is it’s unpredictable. A sales plan should be set up like a system with steps that can be optimized and repeated. If reps are doing wildly different things, it’s hard to know what’s working and what isn’t.

Create multiple sales methodologies so you can adjust to your different scenarios throughout the buying process. Focus on activities that get people to buy, like removing barriers.

The right parameters should guide the sales reps on what to do throughout the sales cycle and how to close deals. A methodology that meets your buyer’s needs will help them through the purchase process; it should be easy for them to follow.

One sales methodology, SPIN Selling shows prospects what they need and how it can help them; this works best during early stages of the sales process. Consultative Selling is ideal for finding creative ways you can sell your product based on problems people are facing.

Before you can create your sales plan, you have to answer these questions:

  • Whom should you hire to execute each stage?
  • Who'll be managing the teams?
  • How to choose the best CRM for each stage
  • How to find the right tools for your team
  • How will we measure and track performance?

To answer your questions accurately, you must collect the right information and data. Many of the plans that start out from this point will fail, because they make assumptions about customer needs and market conditions.

Next-level marketing for an array of functions

Each organization and function is different, so when creating your sales plan, you have two options:

  1. Create a single plan that covers sales, marketing, and customer service
  2. Develop the sales plan that's right for your business

If you have a sales development team with lots of employees, such as managers, then having a dedicated sales plan is justified.

A sales plan uses a specific set of components. For this reason, each method will have its own individual post.

Positioning of the company and it's mission

Regardless of their function or seniority, each person must work collaboratively toward the same goal.

In order to maintain brand consistency and position yourself within your niche, it is important to assess how you differ from the competition.

In order to understand this, the sales leaders must be involved in all areas of business strategy. Collaborating and working toward the same goals is impossible if they are determined by only a select group of stakeholders.

If you’re new to a company and want to know their defined business, here are some steps to take:

  • It's helpful to discuss your marketing goals with marketing teams, including demand generation and performance marketing. Take time to speak with those involved in growth each year to discuss what they hope to achieve.
  • Interview customer success teams: Customer support reps speak with your existing customers every day and they are the experts on what they need. Interview them to learn common questions that you can answer for them.
  • Customer insights are an important factor in positioning any product or service. Ask your existing customers what they like about your product and how it makes their lives easier.
  • Don’t miss out on what your company is writing about by ignoring their blog. Get familiar with their language and common themes. Check out blog articles and ebooks to get an idea of what they are discussing.
  • Look for mentions on the web: Anytime a news article, blog post, or website mentions your company name, look for it. Look for articles and press mentions that mention your products and services.
  • With insights from customer sentiment analysis, you can see how your company is positioned in the market. This provides valuable insight into how your customers perceive your brand.

A company’s positioning is the spokesperson for their brand. Come prepared with a list of questions to ask the team that has been in charge of the positioning, so that you can better understand why certain decisions were made. Here are some examples:

What Makes Us Different From Others?

What are your company's core ideals and values, what prompted you make promises about these values in your positioning statement? What changes have occurred since launching these promises? If anything, what is the motivation for keeping these promises now?

  • How to establish a strong brand for your business
  • Within this section of the sales plan, include the following information.
  • Your company mission statement is to share with the public your purpose and value.
  • Wordy's competitors and Wordy itself, which offers similar data-driven content.
  • Value propositions: Understand what your ideal customer is really after

Goals And Targets

Understand the primary purpose of your company and identify the performance metrics needed by sales.

Business goals are typically linked to sales goals. These details are adequately discussed in the boardroom and it is your only (or first) job to reach these sales targets.

For board-level decision makers, performance insights from CROs are critical to setting achievable goals and measuring true success.

Revenue goals will help you to determine your sales strategy, and they will also be useful when analyzing quotas, sales activity and the staff required to execute that strategy.

Use data on sales activity and past performance to figure out overall sales targets. You should break this down by pipeline stage and activity conducted by reps across all functions.

How To Communicate Targets And Goals

Your sales plan must clearly state the revenue goal everyone is working toward in order for the whole team to be on the same page. It will be essential to have manager and team members reaching similar conclusions about their business goals.

Break down your goal into targets such as sales and activities to help measure your progress. These might include:

  • 200 total cold emails sent per day
  • 200 total cold calls made per day
  • 25 demos conducted per day
  • 5 new sales appointments made a day
  • 100 follow-up emails sent per day

Encourage delivery of high-quality business services based on defined targets. Using this insight, you can make sure desired business performance levels are met with achievable SLAs (Service Level Agreement).

Next, identify your target metrics. This includes calculating the win rate and conversion rates between pipeline stages.

While activities relate to your key actions, sales targets are the desired results that define how our efforts translates into sales. While both activities and targets help fuel your progress towards achieving goals, setting goals for one and optimizing your own activity will further help propel sales.

The Benefits of Using Sales Gamification to Increase Conversions

In this section of your sales plan, you will justify the staffing needed and budget required to hire them. You can estimate these needs with targets such as number of jobs targeted and activities specified in the previous section.

Be specific and include the following information:

  1. The roles of sales, account teams and business development cannot be uncoordinated. They are critical groupings of individuals and must be clearly defined in your team structure.
  2. Roles and responsibilities: Describe who you will be hiring, what their responsibilities will be, and how they can succeed. While this helps you see what people want to do on your team, the content also helps you attract talent that wants to work on your project.
  3. Salary and compensation programs for your team that attract top talent and keep them motivated.
  4. Starting with a critical team member is best. Start by hiring your first highly-compensated employee and then proceed to hire a wider range of employees in phases based on their role's attractiveness to the company.
  5. Include the information for each team member in a table on your sales plan.

Making the responsibilities of each role clear allows team members to have a collaborative plan for the company and identify which candidates are ideal for their positions. The visualization provides all stakeholders with the perspective needed to identify their roles, responsibilities, and qualities critical for ideal applicants.

Team Structure: Define a high-level structure for how your team as well as the functions they will perform. This helps to explain why each team member is needed.

With a specific focus on each role, dig into the job responsibilities and key skills needed to complete each activity. From your map of success from your questionnaire in Step 3, curate job descriptions for team members with specific qualities needed for each activity as well as a corresponding salary plan.

Outline your hiring timeline and outline the timing of jobs coming in, as well as when you can staff up for new positions.

Target audience and customer segments

It is important to create customer personas and segment with different needs to understand who is buying what and which offers will work. Sales planning need to be highly collaborative with coordination efforts that can yield considerable results.

First, define your target account criteria. You should include the following information to clearly define which companies you’re looking to attract:

  • Interests: Where have your interests been limited?
  • How Headcount can help you understand your target audience
  • Get a list of potential funding sources for your business
  • Find ways to increase their company’s potential. These include challenges that stretch beyond budget restraints and the number of staff members.

Most of your buyers will fall into the same target accounts. These customers within an organization are focused on your product and need it to achieve their individual goals. You’ll customize your approach with each target account, even within the same respect.

5 Ways To Sell at a higher level

Useful sales tactics, techniques and strategies which can be used to guide clients throughout the industry.

Start by mapping out the different steps of your sales process. What are the steps necessary to guide a prospect through your deal flow?

Marketing must provide leads to the sales department, but the sales execs need to actively prospect on their own.

It is crucial that you measure those leads against your target account criteria and the persona of your customers. It’s important to focus on relationships with high-value customers and emphasizing your time on them.

Reach out to new leads: email, phone calls and direct mailing. We can guide people into your sales funnel with initial emails, follow-up communications and a bit of cold calling.

  1. Book an appointment to see the ROI.
  2. One of the first steps in identifying your prospects with in-depth research is to talk about how you can assist them based off what their needs are.
  3. Asking them to come and see your face-to-face is the best way to show people your solution. It's also a great opportunity for them to demonstrate a service or product.

Fostering loyalty can be an organizational activity. Give your customers what they want and encourage them to refer new people.

Some of these steps may not be relevant to your organization and you should use them only when needed. For example, a SaaS company that relies on leads from inbound marketing activities may not need to do all of the heavy lifting during the initial meeting and demo.

Map out the sales process to identify which steps it takes to close new deals. Get together with other stakeholders to figure out what it takes to close deals. Your map should look something like this:

How to Speak Like a Sales Professional

At this stage, employees cannot rely on all the available structures that they had. It is important to make a plan ahead of time and know what you will need in order to achieve your new goals.

Break each sales stage into separate activities, with the different stakeholders in charge.

Develop a comprehensive understanding of the processes and non-recurring costs involved in your sales process that will allow you to execute according to your profit. For example, if you sell a complex product with a long sales cycle, you would adopt a SPIN selling methodology for leads that identifies their pain points.

Break each step to summarize better:

  1. This stage is essential to nurturing leads and closing deals.
  2. With EzzyCRM, you can take advantage of its opportunities feature that allows you to input steps in the process and see which are the most profitable. You'll be able to see what's working on your pipeline and what isn't, so that you can figure out how to move the opportunity along more easily.
  3. Finally, remember to use these activities and stages to create your sales playbooks.

Your sales process is defined in this course. This includes all the elements, tools and strategies your reps will use to grow and power your business, including specific sales methodologies, stages and playbooks.

Make Sure You Are Excelling At Sales

With the “who” and the “what,” all you need to do is identify the “when.” As these factors are achieved, your revenue plan will take shape.

A structured sales execution not only clearly communicates key milestones, but also allows for recruitment and project completion timelines to be laid out across each quarter.

They choose the most important steps first, while they allow the less important steps to be completed later. There is no specific order that needs to be followed but organizations often start with the money-making activities.

For example, your current marketing strategies may indicate that your existing customers are valuable as lead generation sources. This could lead you to place greater emphasis on account management activities that nurture more of these relationships.

Remember that just because you are hiring does not mean your team will be free from the stresses and strains of a fast-paced environment. Be sure you do not downsize on workers before spreading the workload out.

How To Measure Performance

Your point must include the major ways you will measure your performance, and how you will collect the data to make that a reality. Your plan should outline major sales metrics and define what technology will be used for monitoring that metric.

In order to determine the effectiveness of your sales process, performance metrics can be used to provide feedback and analysis.

The primary metrics act as your "true north" guide, which is commonly business revenue generated.

Metrics that show how well your team and sales process is functioning would be secondary metrics. They include lead response rate, average purchase value and so on.

Your metrics should align with your goals and what you are trying to sell. For example, at the appointment setting stage, you might measure the number of interactions.

Each position in the sales team requires a dashboard so each member can focus on their area of responsibility. Each collaboration brings new challenges, so it is vital that the sales developers and account executives have the tools they need to handle them.

Concluding Thoughts:

By focusing on stage-by-stage metrics, you can make sure your product’s sales are growing and staying healthy.

Assign each of your metrics to a member of your team and make sure they are measured against them. At this point, it is necessary to implement your brand new sales plan. In addition, you should conduct thorough research and evaluation so that you can find a system that fits with the numbers. The best technology would be a cross-platform calendar app with advanced CRM features like contact profiles, categorization, and social analytics. Using EZZYCRM in your sales business will effectively boost your sales and make workflow smooth.

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