Sales Planning Part 2 of 4 the part program November 1, 2004 Presented by Joe Ellers www.joeellers.com

Your Presenter: Joe Ellers- Consultant, Trainer, Speaker & Business Strategist. Author of: -The Sales Manager’s Handbook -Sales Professionals 6-Step Guide To Mastery -Sales Management Excellence -Implementing Process Improvement

Strategic Foundations What do we want to sell? Who do we want to sell to? What does a good order look like? Which competitors do we want to target? Why should a customer switch to us?

What do you know about this year’s results? Rank your product/service sales for the past year. What sold well? What were the sales of your focus products/services? What about customer sales? Who bought a lot? How many of these met your definition of a good customer? What about your salespeople? For the current year, which of your salespeople sold the best “quality?” How many of your orders were “good?”

Take it from the top Raise Prices (5) Existing products or services New products or services Existing customers 1 2 New customers 3 4

What did you learn from your team? Raise prices Existing products or services New products or services Existing customers New customers

Now, for something completely different To create a real sales plan, you need to take it to the next step… Define the key existing/new customers for each territory Stipulate what you want to sell Identify potential

Sales Planning Matrix Existing product New product Other Customer 1 Prospect 2 Customer 3

The Next Assignment Hand out a copy to each salesperson with the products/services (in order) Tell them how many accounts need to be there Break it down: existing and new Ask them to tell you the “potential” sales Give them the actuals, if you can

Before they go too far Make sure that you agree… With the accounts With the order

You have to have… Some way of checking potential… Relationship of A to B Sales in other accounts Some “standards”

Our Vision for the Future Reaffirm your goals Set expectations for future Set a time for expected results

Summary Key points to remember that will give audience confidence or improve morale

Review Previous Information If you need or want any of the previous handouts, Power Points, schedules, call times or anything else regarding this program… Look for updates and complete information on the main web page for this program Thank You! http://www.joeellers.com/tele/NovStra/Home.htm

Part 3 Look for a package in the mail containing the materials for part 3. Part 4 will be a another tele-conference which will take place on November 29 from 1-3:00 pm Eastern time