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24 views

SALES

Uploaded by

tesfaye talefe
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© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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LOL 3 Establish an individualized sales plan

WHAT IS SALES PLAN?


A sales plan is a detailed strategy that outlines how a business or salesperson will achieve
their sales goals over a specified period. It serves as a roadmap for targeting customers, generating leads,
closing sales, and measuring progress. A well-structured sales plan helps a company stay focused,
allocate
 Key Elements of a Sales Plan:

1. Sales Goals:
o The objectives you aim to achieve, such as a specific amount of revenue, number of new
customers, or product units sold within a timeframe (monthly, quarterly, yearly).
2. Target Market:
o The group of customers you are focusing on. This includes demographic, geographic, and
psychographic details (e.g., age, income, interests, location).
3. Sales Strategies:
o The approaches you'll use to attract, engage, and convert potential customers. This could
include direct selling, digital marketing, referrals, partnerships, and more.
4. Sales Tactics:
o The specific actions to implement your strategy, such as cold calling, email marketing
campaigns, social media outreach, or running ads.
5. Sales Pipeline:
o A step-by-step process outlining how leads will move from initial contact to final sale. It
often includes stages like lead generation, nurturing, pitching, and closing.
6. Resources:
o The tools, budget, and personnel required to execute the sales plan. This may include
software (like CRM tools), marketing materials, and team members.
7. Timeline:
o A schedule that outlines when specific sales activities will take place and when key
milestones should be achieved.
8. Performance Metrics (KPIs):
o Key performance indicators that help measure the success of your sales efforts, such as
conversion rates, average deal size, or customer acquisition cost. Resources effectively,
and increase the chances of meeting revenue targets.

 Why a Sales Plan is Important:


 Focus: It provides clarity on what to prioritize, ensuring you and your team are focusing on the
right customers and actions.
 Accountability: It sets measurable goals, which can be tracked and reviewed, allowing for
accountability.
 Resource Management: It helps allocate time, money, and personnel efficiently to maximize
sales outcomes.
 Adaptability: By regularly reviewing the plan, you can make adjustments based on what’s
working and what’s no
 What is Sales Planning?

Sales planning is an ongoing process that helps you to plan, manage and control your sales
strategy. It involves assessing your sales performance and identifying areas where you can improve
it. It also allows you to set targets and work out how to achieve them.

Once the sales person has the name of a prospect and adequate pre approach information, the next
step is the actual approach. The purpose of approach process is to gain the prospect attention, stimulate
in learning more about the proposition, and provide in to a smooth transition into presentation. The sales
person should know how to greet the buyer to get the relationship off a good start. This involves the sales
person’s appearance, the opening lines, and the follow up remarks.

 Methods for approaching prospects


 The Introductory approach: - Most salespeople utilize this approach. The salesperson goes to
the prospects and start introducing himself, his company and the purpose of his visit.
 The Product approach: -The sales person provides the product to the prospect. This approach is
best used when the product is self-expressing, unique possesses considerable eye appeal, and
tends to tell its own sales story following the AIDS formula. In presenting your offer you can
follow three major approaches.
 The canned approach: -This approach covers the main points and it is based on a stimulus
response thinking where the buyer is passive and can is a moved to purchase by the use of the
right stimulus words, pictures, terms and actions.
 The formulated approach: - It follows the stimulus responses thinking but identifies early the
buyer’s needs and buying style. The sales person first draws the buyer into the discussion in a
way that indicates the buyer’s needs and attitudes. Then the salesperson moves into a formulated
presentation that shows how the product will satisfy the buyer’s needs.
 The need for satisfaction approach: -It starts with a search for the customer’s real needs by
encouraging the Sales presentation can be improved with demonstration aids such as booklets, flip
charts, slides, movies and samples.
 This helps the prospect to remember the benefits and features. During demonstration the
salesperson can draw on five influence strategies.
1. Legitimacy
2. Expertise
3. Referent power
4. Ingratiating
5. Impression management
 The AIDS formula gaining – Attention
Holding – Interest
Arousing – Desire
Obtaining – Action
 The consumer Benefit approach: - Here sales person brings in product features as evidence.
It consists of stating a statement or question that directs the prospect thoughts that to the
benefits you propose to offer. You can shock or raise curiosity of the prospect so as to get
attention and interest. The benefits is any advantage such as low-cost, less work or more profit
for the buyer etc.
 The Survey approach: - The salesperson develops and conducts market survey. This
approach is best used in industrial situations. Once the salesperson selected the perfect
approach for its prospect he has to give priorities for the following points: -

 making and keeping appointment

 Timing the approach

 Business card

 Physical appearance

 Center the prospect’s attention

 Establish individual sales goals and quotas to focus work activities based on organizational sales
and marketing objectives

 Establish consultation and communication structures with clients and supervisors

 Plan and document an individualized sales plan to achieve sales goals and quotas within a work
system that is constructed against clear timeframes

 Monitor and adjust sales plan in relation to established goals and quotas
 Evaluate sales plan and adjust where necessary.

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