You already know from the previous article a few basic principles in order to make a good sales plan. Before that, however, whether is about the attention of the possible investors, potential employees or the future clients, they all need an esthetic and functional modality to make themselves known. In that regard, an always excellent option is the premium exhibition stands.
Now that you found out from the last article on the blog what a sales plan is and which are the first steps to make one, let’s see how you can bring to a good end the making of it.
We already know that a good sales plan should contain:
The target audience – which are the most suitable clients for your products and services
The revenues’ objectives – what revenues do you plan to earn together with your team in a given time frame
Strategies and tactics – the specific actions that your team must take in order to have the desired revenues
Prices and promotions – documenting of the prices that your company practices and the offers you can bring on in the next period of time
Team structure – who are the team members and what is each one’s role
Resources – which are the resources and the tools you need
Now the we established what should a sales plan contain, I am presenting you 5 more principles in order to write one.
- The marketing strategy
In this section, write down what are the prices and promotions you wish to implement. What are the actions you can take in order to raise your business awareness? Write down their impact on sales.
Here’s an example:
Exhibition stands: increase the price by 5% on January 15th. (sales dropped by 2%).
Textile pop-up: gift transport bag for every reprint (sales increased by 15%)
Textile desk: price drop by 10% (sales increase by 20%)
Textile totem: no change
- Strategy exploration
How will the company’s sales agents act on the generated leads? Do not forget to include here also the criteria each lead needs to meet before the sales agent is to contact it.
Identify also what sales method will the agent use (whether inbound or outbound) in order to achieve as many sales as possible.
- The action plan
Once established what exactly you want to do, you must think how to get there. This section will summarize the action plan in order to fulfill your objectives. Here are a few examples:
- Objective: increase the number of affiliates by 30% in this quarter
- Organizing competitions for the affiliates with the highest sales
- Increase their commission by 5%
2. Objective: bringing in 5 new resellers as clients
- Identifying 20 resellers that can become clients
- Organizing a private event with them
- Offering them special offers for the first month of collaboration
The majority of objectives are based on revenues. You could set a fix amount for the entire year. However, you could also set an objective with regard to the volume. For example, you can aim to bring 50 new clients in the company’s portfolio.
Important! Make sure that your objectives are realistic and based on previous data, or the entire plan is useless.
Also, your objective should align with the company’s vision. For example, you could set as objective collaboration with 5 new resellers rather than sales in amount of x RON (because the second will make you hunt clients of any kind rather than trying to bring in the right ones for you).
Certainly you will have more than one objective. Important is also to prioritize them based on what is urgent or essential for your company.
- The budget
Describe also the costs associated with your objectives. Usually, that includes at least:
- Payments (commissions and salaries)
- Resources and tools
- Competition prizes
- Teambuilding costs
- Travel costs
- Food costs