Sales Strategy Plan Activity Set Financial Targets Set Order Targets Nurture 20/80 Customers (KAM) Set Number of New Customers

Shape of Sales Team Shape of Sales Support Team Refer to Business Plan Set Territory Shape of Company Sales Administration

Promotion Support Activity Database Management Pricing Policy Research Branding Other Activity (trade show etc)

15 day in field 10 days in field 5 days in house £30000 £40000 £50000 £60000 30 40 50 60 Top 5 customers Top 5-10 customers Top 10 –15 customers Other customers 1 4 Plan Activity £ target Order target Customer target New Customer target

NW M62 North Midlands 1 sales executives 2 sales executives 1 sales manager & 1 sales executives 2 sales support 3 sales support mail Email Trade Show email Research Price discount Database review Price review Territory Shape of Sales team Shape of Sales support Other activity Pricing Policy

Sales Strategy for 2006/7 Company xyz 1. Plan Activity – 20 working days per month over 40 weeks per year 1st month 15 day in-field 2nd month 10 days in-field 5 days in-house 2. £ Target – set monthly sales income target 3. Order Target – set monthly orders target (90% RFQs achieved) 4. Customer Target – select the top 20% earners and target over a 3 month cycle New Customer Target – set target and month (1/8 of last years customers) 6. Territory – set area to target by month

Sales Strategy for 2006/7 Company xyz 7. Sales Team – recruit additional sales executive, after 6 months select one as sales manager 8. Sales Order/Support Team – recruit additional sales order person Other Activity – Sales people to attend 2 trade shows, sales ordering support team to organise and post mail & email against promotional plan Pricing Policy – Inform customer (existing & potential) of discount set by product and period. Also review all prices every 6 months

A - Attention I - Interest D - Desire A - Action Q & A