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

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

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

4. 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

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

6. 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

7. 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 & against
promotional plan
Pricing Policy – Inform customer (existing & potential) of discount
set by product and period. Also review all prices every 6 months

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