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How To Develop An Annual Sales Plan
by Nick Moreno
It’s that time of the year again. As soon as you did all you could to succeed in 2012, it’s time to write an Annual Sales Plan for 2013. We know that 2013 will have it’s challenges thanks to this recession so here are some special tips and advice about writing an annual sales plan for this new business year.
Recession Proof Annual Sales Plan
Focus on your customer base. Your annual sales plan must include strategies to protect your accounts. When the economy is down, you know your competition will be hungry to snap up your clients. Include, in your annual sales plan, all that you will do to close every window of opportunity and keep your competitors away from your base. So, here are some defensive strategies for you to consider as part of your Annual Sales Plan.
In return for a discount, consider protecting you base with longer-term contracts. Also, offer quantity discounts to customers willing to purchase more of your products.
Develop a list of clients with contracts that will expire in 2013. Stay close to these clients and be early to start your contract renewal efforts. These strategies must be part of your Annual Sales Plan for 2013.
Target Specific Industries And Companies
Your Annual Sales Plan must be flexible, highly definitive and demonstrate your plan to play aggressive offense. Include the following in your Annual Sales Plan.
Some companies and industries will slow down in 2013 while others will stay the course or even grow. Your Annual Sales Plan must take these factors into account. List the companies and industries that you will target in 2011 and demonstrate that you have a well thought out offensive strategy in your Annual Sales Plan. Maintain a binder of all your Major Account Sales Strategies covering each major account opportunity.
Your Annual Sales Plan should also include a strategy to capitalize on changing markets. Companies, looking to reduce budgets, will start outsourcing what they always did “in house”. If this trend represents an opportunity for you, include a strategy to capitalize on that opportunity in your Annual Sales Plan.
Qualifying Strategy In Your Annual Sales Plan
Credit is tight so a strategy to efficiently and effectively qualify prospects must be included in your Annual Sales Plan. Establish contacts with CFOs because you know they will be part of every purchasing decision. This must be part of your overall sales development plan.
Employee Development And Annual Sales Plans
These will be no room for inadequate sales skills in 2013. The sales teams with the best sales skills always thrive in any economy. Your Annual Sales Plan must include an advanced sales training program during the first quarter. Your sales team will benefit from the improved sales skills and they will also be motivated to put those new skills to good use in the field. This strategy to increase sales activity through sales training should be included in your Annual Sales Plan.
Solid sales training need not be expensive and will generate an excellent return on your investment. A few extra sales every month, or every quarter, could be the difference between success and failure in 2013. That’s why sales training should be included in your Annual Sales Plan.
I have some sales employee development programs I’d like you to investigate to see if they should be included in your Annual Sales Plan.
The first program is a Streaming Video based sales training program that covers the entire sales process. This sales development program is based on the best practices of the top sales professionals. SALES PROCESS TRAINING
Learn More About This DVD Sales Training
Sales Force Development
We also have another Streaming Video based corporate sales training program that places sales skills at the center of your sales team’s culture. SALES FORCE TRAINING
Sales Strategies For A Difficult Economy
Looking for some powerful sales strategies for difficult economic times? This sales strategies MP3 is packed with 20 strategies that improve sales in any economy. SALES STRATEGIES
Find More Prospects In 2013
How would you benefit from sales funnels loaded with qualified prospects? This creative sales prospecting MP3 shows you how to do it. SALES PROSPECTING TRAINING
Well, the time has come for me to stop writing this sales training Blog post because I have to get busy writing my own Annual Sales Plan.
I hope these tips and advice will help you write a successful Annual Sales Plan for 2013.
Have a great sales year!