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How To Develop A Solid 2014 Sales Plan
Didn’t we just write a yearly sales plan?
Who has the time to write a sales plan for 2014? Well, I urge you to find the time if you expect to keep your sales job. Besides, I’m here to help you write a successful sales plan for 2014 and I’ll make it quick and easy.
Let’s not just write a 2014 sales plan for the sake of having one or just because someone asked for one. Instead, let’s develop a 2014 sales plan that is truly a working document. Your 2014 Sales Plan should be a road map to a successful 2014 sales year. We want it to work!
There a many sections in a sales plan for 2014… but truly only two questions need to be answered.
- What Do You Plan To Achieve In 2014?
- How Do You Plan To Achieve It?
Set Realistic Goals In Your Sales Plan
Develop a 2014 sales plan around realistic goals. Your sales goals, if you are a sales manager, may consider some of the following…
- % Of Quota
- Revenue Attainment
- Employee Turnover
- Churn Rate
- Sales Activity
- Close Rate
- Funnel Levels
- Forecasting Accuracy
- Income Attainment/Goals
This list could go on forever. If you are a rep, I urge you decide what’s important on the above list and focus on those goals in your 2014 sales plan.
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How To Develop A 2014 Sales Plan
Use the above mentioned goals in your 2014 sales plan. Insure they are realistic. If you ended 2013 at 101% of quota, you may not have a realistic goal if you expect to achieve 910% in 2014.
PART II – HOW?
Now the hard part… What will you do to in 2014 to achieve your goals?
Answer that question with a focus on the content in your plan. What must be included in your sales plan to insure you meet your goals?
What MUST Be In A 2014 Sales Plan
Most reps and sales managers simply explain increased productivity with plans to increase activity. Instead of 8 new appointments every week, the new sales plan for 2014 calls for 10 new appointments a week. How weak is that? Let’s get real and develop a solid 2014 sales plan.
Use training and development in your 2014 sales plan as a tool to achieve your new sales goals. The best training reps always sell more!
How To Write A Sales Plan For 2014
Forget goals based on a wish list. Take action!
Employee development must be a key component of your overall plan to insure 2014 is better than 2013. Training is a must!
You’ll close more sales if you have more qualified prospects. Institute sales prospecting training as a way to get more qualified prospects.
Improve Close Rates
You’ll close more sales if you improve your close rate. Improve your close rate with improved sales strategies. This is the type of sales training that must be part of your 2014 sales plan. What new strategies will you employ in the new year?
Improve your team’s sales skills and you’ll be sure to pick up those nine extra quota attainments points. Ensure your team has the skills to master the sales process. This should be a key point in any solid 2014 Sales Plan.
I urge you to include employee development in your 2014 sales plan.
Plan for great sales success in 2014!
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