1. “How to Create a Bullet-Proof Sales Plan” Part 1
-Sales Planning -
“How to Create a Bullet-Proof Sales Plan” Part 1

2. 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

3. 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?

4. 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?”

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

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

7. 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

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

9. 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

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

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

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

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