PLANNING FOR SALES PLANNING FOR SALES SUCCESSSUCCESS

Sales Planning…Breaking it down Sales Planning…Breaking it down

MUSTS:MUSTS:

Target your effortsTarget your efforts Quantify your targetQuantify your target Break down target to daily goalsBreak down target to daily goals Post your goalsPost your goals Be accountable for efforts against goalBe accountable for efforts against goal Measure results vs. goalMeasure results vs. goal Revise and improve planRevise and improve plan Blow through your goal!Blow through your goal!

Targeting Your EffortsTargeting Your Efforts

Decision Time!Decision Time! Define your target:Define your target:

– Vertical Market (Churches, Gov’t, Legal…)Vertical Market (Churches, Gov’t, Legal…)– Streets (Coverage per day)Streets (Coverage per day)– Market Segments (1-6) or (Color / B&W)Market Segments (1-6) or (Color / B&W)– Current CustomersCurrent Customers

Daily GoalsDaily Goals

Once Target is defined:Once Target is defined:– Quantify total number of establishmentsQuantify total number of establishments– Divide total number by 21 working daysDivide total number by 21 working days– Establish daily quantity that is be contactedEstablish daily quantity that is be contacted– Post your daily goalPost your daily goal– Commitment to a planCommitment to a plan– Just Do It!!!Just Do It!!!

SMART GOALSSMART GOALS

SSPECIFICPECIFIC

MMEASURABLEEASURABLE

AATTAINABLETTAINABLE

RREALISTICEALISTIC

TTIMEIME ACITIVATEDACITIVATED

PERFORMANCE METRICSPERFORMANCE METRICS

Always exceed your minimum targetsAlways exceed your minimum targets Set minimums high at first as not much else Set minimums high at first as not much else

is happening initiallyis happening initially Look for ways to increase your prospect to Look for ways to increase your prospect to

call ratioscall ratios Search for ways to increase your close to Search for ways to increase your close to

call ratioscall ratios

Revising Your PlanRevising Your Plan

Review your targetReview your target Review your resultsReview your results Review your account approachReview your account approach Review your strategyReview your strategy Revise and adapt for better resultsRevise and adapt for better results Role play with other reps and managerRole play with other reps and manager Sky is the Limit!Sky is the Limit!