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Sales Transition Plan Checklist


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Sales Transition Plan Checklist Business organizations face the need for sales transition for many reasons. Sometimes, they have to sell out their assets because of business failure or bankruptcy. More often they enjoy growth or merging opportunities which cause sales transition. Read this Sales Transition Plan Checklist to find out how to plan for the process of sales transition.

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1. Sales Transition Triggers.

  • No sales targets can be hit any more
  • Growth opportunities cannot be achieved any more
  • No luck in winning new clients and prospects
  • Declining sales revenue over a relatively long period (more than month)
  • Higher sales staff turnover

2. Best Time for Sales Transition.

  • A fast-growing business startup now appears to be stuck, with no way to increase sales revenue
  • A company has saturated its initial target market so now it cannot gain more revenue from selling the same product/service
  • An organization suffers from lack of customers and prospects
  • A new sales strategy forces to take a new direction for sales activities
  • Situations in which there are structural or organizational changes, e.g. business unit merging or process realigning
  • Lack of experience and expertise makes sales staff incapable of generating sales

3. Transition Planning Process.

  • Prepare sales documentation including:
    • A minimum of five years of sales documents
    • Audited sales activity reports for the last five years
    • Pro-forma sales and cash flows for three years out
    • Tax documentation for the last three years
    • Insurance documents
    • Financial records (account statements, estate documents)
  • Review accounts including the following data:
    • Sales contract terms
    • Outstanding deliverables and issues
    • Contacts, emails, phone numbers, addresses
    • Warranty issues
  • Discuss value proposition including the following data:
    • Typical sales benefits
    • Competitive advantages and disadvantages
    • Measurable sales metrics
    • ROI and payback
  • Confirm availability of papers that support product/service features and functionality, including:
    • Presentation materials
    • User guides and instructions
    • Training manuals
    • Feature list and customer wish list
    • White papers, marketing collateral
  • Close all ongoing contracts and contractual relationships
  • Make a list of current vendors, suppliers, customers and clients, including their contacts
  • Specify products/services for sale
  • Make a list of personnel involved in sales activities
  • List names of senior management staff
  • Create an organizational chart that explains roles and responsibilities of sales employees
  • Declare operational systems and procedures involved in the sales process
  • Prepare legal corporate......

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