1. Build Your Sales Action Plan
Sales Action Plan ©ACTGLLC

2. AGENDA Create your Sales Action Plan Review ESS Immersion curriculum
Prepare for next steps
Sales Action Plan ©ACTGLLC

3. From Successful to EXTRAORDINARY
“The key is not to prioritize what’s on your schedule, but to schedule your priorities.” Stephen Covey
Sales Action Plan ©ACTGLLC

4. ESS Immersion Action Plan Checklist for Follow Up
ESS Immersion Action Plan Checklist for Follow Up
I would sell more if only I would…
What are your three most important "I woulds" that are now "I wills"?:
I Will
Action Plan and Measurement
Progress
Sales Action Plan ©ACTGLLC

5. Action Plan and Measurement Qualifying Improvement
Prospecting
My prospecting plan to create incremental revenue:
Prospecting Activity
Action Plan and Measurement
Progress
Calling new names
Asking for introductions
Pipeline improvement
Acquire/Deepen Targeted Client Relationships
Qualifying Prospects
In order to improve my qualifying of opportunities, I will:
Qualifying Improvement
Pre call meetings
Role Play practice
Post call/EPAS completed
On the prospecting activity, coach them a bit around pipeline improvement. Are there prospects in their pipeline that are really not prospects at all based on what they have learned today and yesterday. One of the goals of the bank is to clean up the pipeline, quicken the speed of the sales process by not having junk in the pipes. Get some dialog.
Acquire/deepen client relationships is a huge focus for the bank and by committing to focus on this, might mean they call 2 clients a week and have the sma discussion with them around other services? Some level of focused activity around broadening their relationships: taking partners out? Etc.
Sales Action Plan ©ACTGLLC

6. Here is my USA (update as you use, get reactions, refine):
Sales Enablement
Here is my USA (update as you use, get reactions, refine):
Elicits response from Prospect: That's me, I need to know more, How do you do that?
Here is my script for asking for introductions:
I'm growing my business…
Sales Action Plan ©ACTGLLC

7. My Success Formula My Personal %s of Success Weekly Monthly
My Personal
%s of Success
Weekly
Monthly
Initial (first-time) or Total Prospect Call Goal
Opportunity uncovered for New Relationship
Pitched the Prospect to Win the Relationship
Prospect Commits to move relationship to Key
You close the Business for a Prospect Conversion
How much time are you spending on Prospecting?
Prospect Call#
Minutes/
Activity
Minutes/Week
Hours/Week
My Prospect Call Number
Pre Call Planning for Prospect Call
Travel for Prospect Call
Post Call Reviewing for Prospect Call
Activities to Set Future Prospect Calls
They should have already filled this out but will be part of checkup on coaching calls.
Sales Action Plan ©ACTGLLC

8. ESS Immersion Curriculum
2 Day In Person Workshop
1 Hr. Virtual Workshop – 1st Base
1 Hr. Coaching Call
1 Hr. Virtual Workshop – 2nd Base
2 Hr. Virtual Workshop
YOU
7 Phase Curriculum
12-week program
Prep Work for each phase
7 online modules for concept understanding
Sales Action Plan created
review curriculum
Sales Action Plan ©ACTGLLC

9. 1 Hr. Virtual Workshop – 1st Base
Prepare!
Make sure all meetings are on your calendar
Complete 2 WBTs: SMA & Maximize the Initial Call
Come prepared with 1 important upcoming 1st call pre-call plan completed and ready to discuss Send in advance to
1 Hr. Virtual Workshop – 1st Base
Sales Action Plan ©ACTGLLC