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Strategic Sales Plan Checklist


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Strategic Sales Plan Checklist This Strategic Sales Plan Checklist explains what actions need to be done for creating a sales plan based on strategic business goals. This document is designed for sales managers, market analysts and other professionals involved in sales management. It is recommended to use the checklist with VIP Organizer software.

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1. Understand Current Situation.

  • Review profiles of current customers
  • Identify target accounts based on profile data
  • Review and refine contact information
  • Review scheduled appointments and be sure there are salespeople responsible for those appointments
  • Talk to sales leaders and managers and be sure their decisions address sales-related issues
  • Get documents that describe sales expectations of your company
  • Compare current sales revenue with expected one
  • Analyze competitors and understand whether your company uses its competitive advantages to drive sales
  • Review performance of Sales department and check if this department works effectively
  • Calculate the actual number of leads generated last period (week, month, quarter, year)
  • Check if these leads appear to be sufficient to generate desired company income
  • Summarize the steps you did and identify problem areas that must be addressed by your strategic sales plan

2. Research Prospects.

  • Review future business needs of your firm
  • Understand the link between these needs and sales
  • Research prospects’ selling environment to figure out if the business needs can be met by attracting new customers
  • Focus your salespeople on establishing trust and rapport with potential customers
  • Determine by what products/services your company can attract target prospects
  • Identify the company’s competitive potential and be sure it has a strategy for using this potential to overcome rivals
  • Identify unique selling points (USPs) that differentiate your products/services from competitors’ offerings
  • Plan ad campaigns on the basis of USPs
  • Set prospect selection criteria that are based on USPs
  • Identify potential obstacles that may fail or neutralize prospecting
  • Develop an approach for removing those obstacles
  • Identify if there is additional potential for improving prospecting

3. Conduct Cost/Benefit Analysis.

  • Identify top-motivating benefits that drive customers to purchase your products/services
  • Evaluate top materials that are required to produce your USPs
  • Find and cooperate with suppliers that can provide all the materials necessary for you to create USPs
  • Set minimum product specifications (features, options & functions) that can address customer expectations
  • Quantify the total cost of producing USPs
  • Determine the top benefits that your firm gains from USPs
  • Compare the cost with the benefits to determine if there is a ratio acceptable for your business

4. Plan for Sales Advance.

  • Make a list of revenue expectations that must be met by sales advance
  • Outline milestones, measurements and follow-up procedures for managing sales advance
  • Identify target dates for sales growth
  • Set ideal starting dates to hit target dates
  • Confirm product/service availability
  • Be sure any additional data (such as specifications and drawings) are exchanged and taken into account for sales advance
  • Arrange specific end users or consumers who will help you plan for sales advance
  • Have a plan that rules your firm’s competitive actions in case a new player enters the market
  • Provide necessary training and development opportunities to sales staff
  • Arrange and schedule sales tests that let evaluate marketing campaigns and assess their effectiveness
  • Resolve any questions or issues that arise from sales tests
  • Engage your sales team in providing continuous.....


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