The prospecting rulebook, A 4-WEEK strategy document CPSA Meeting in a Box: A series of 15-minute guided presentations to help increase your team’s performance.

Pre-learning: Facilitator: One week prior to your meeting, please inform your sales team to prepare with these CPSA Learning Hub resources. Reading: Article: 7 Ways to Be Better at Prospecting Template: Sales Activity Allocation Webinar: 6 Steps to Planning Your Sales Week Digital Research: Understanding your Buying Committee Before your Meeting

Conducting your prospecting initiates in ways WEEK 3: Sales Planning Conducting your prospecting initiates in ways which deliver results In the 3rd of this 4-part meeting-in-box series, we consider the strategy and tactics required to do prospecting in ways which deliver results.

OUTREACH STRATEGY With our list of prospects in hand, it’s time to put together a plan of attack. Don’t forget: Further research may be required to better understand the prospect’s business and identify the point of entry into the company. Always be ready to offer feedback from the fronlines!

IMPACT STATEMENT It is important at this stage to develop an impact statement for your company. An impact statement should be a brief description of your organization which includes: 3 to 4 sentences that create an image of the company you are representing Highlight of the key points your company has to offer How your products and/or services will benefit the individual or organization Scripts which vary depending upon whether you are talking to a gatekeeper or a decision-maker A key piece of preparation involves developing the scripts that can help guide you during your initial conversations with the prospect company. These scripts will vary depending upon whether you are talking to a gatekeeper or a decision-maker, however they will help keep you on track and ensure that you are asking the right questions to receive the information you require.

START WITH AN END IN MIND As part of your planning it is necessary to determine how much time you will set aside each day or week to focus on prospecting. Example: if you know that meeting or exceeding your sales quota depends upon generating $500k in revenue from brand new customers, and your average $ sale is $25,000, then you need to secure 20 new accounts. If your conversion rate is 40 per cent, that means you will need to make 50 proposals to new customers over the course of the next year to make or exceed your quota. The final step is to determine how much time and how many contacts you will need to make to generate 50 potential business opportunities.

Take action! Pull your prospecting plan together and commit it to paper. Identify your goals and the actions you will undertake to create success in your prospecting efforts. Make sure that the goals follow the S.M.A.R.T. (specific, measurable, achievable, realistic and time bound) criteria we discussed previously. Identify when the actions will take place and leave room for a status update column so your plan becomes a tool that will help keep you on track and on time. ACTIVITY - SALES ACTIVITY ALLOCATION PURPOSE: Planning is key to success in sales. Use this tool to plan your weekly schedule to ensure your activities are proactive, and your time is productively allocated. There are approximately 2000 working hours, and 1200 selling hours in a year. How will you allocate your sale activities to maximize your working and selling hours? ACTIVITY – DOWNLOAD THE SALES ACTIVITY ALLOCATION TOOL -

ADDITIONAL RESOURCES FROM CPSA TEMPLATES – CPSA is constantly building and upgrading our catalog of templates to make your job easier! WEBINARS - Our “virtual” training sessions led by industry experts, at your convenience. PODCASTS - Take the sales experts wherever you go! LEARNING HUB - Check out the latest sales articles, white papers, and ebooks

GO TEAM GO!