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    Ten Point Plan For Increasing Sales

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    Hatem Abras
    The document outlines a 10 point plan for sales managers to increase sales by focusing the sales team on generating new customers. The plan involves: 1) Setting objectives for new accounts; 2) Announcing the objectives to the team; 3) Requiring each team member to create a personal sales plan; 4) Having team members present their sales plans; 5) Training the team on necessary skills; 6) Implementing the sales plans; 7) Regularly recording and announcing results; 8) Providing coaching; 9) Giving feedback; and 10) Rewarding and praising success. The overall goal is to motivate the sales team to achieve their new business targets.

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    Ten Point Plan For Increasing Sales

    Uploaded by

    Hatem Abras
    67 views4 pages
    The document outlines a 10 point plan for sales managers to increase sales by focusing the sales team on generating new customers. The plan involves: 1) Setting objectives for new accounts; 2) Announcing the objectives to the team; 3) Requiring each team member to create a personal sales plan; 4) Having team members present their sales plans; 5) Training the team on necessary skills; 6) Implementing the sales plans; 7) Regularly recording and announcing results; 8) Providing coaching; 9) Giving feedback; and 10) Rewarding and praising success. The overall goal is to motivate the sales team to achieve their new business targets.

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    40-Ten Point Plan

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    The document outlines a 10 point plan for sales managers to increase sales by focusing the sales team on generating new customers. The plan involves: 1) Setting objectives for new accounts; 2) Announcing the objectives to the team; 3) Requiring each team member to create a personal sales plan; 4) Having team members present their sales plans; 5) Training the team on necessary skills; 6) Implementing the sales plans; 7) Regularly recording and announcing results; 8) Providing coaching; 9) Giving feedback; and 10) Rewarding and praising success. The overall goal is to motivate the sales team to achieve their new business targets.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    67 views4 pages

    Ten Point Plan For Increasing Sales

    Uploaded by

    Hatem Abras
    The document outlines a 10 point plan for sales managers to increase sales by focusing the sales team on generating new customers. The plan involves: 1) Setting objectives for new accounts; 2) Announcing the objectives to the team; 3) Requiring each team member to create a personal sales plan; 4) Having team members present their sales plans; 5) Training the team on necessary skills; 6) Implementing the sales plans; 7) Regularly recording and announcing results; 8) Providing coaching; 9) Giving feedback; and 10) Rewarding and praising success. The overall goal is to motivate the sales team to achieve their new business targets.

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    The passage outlines a 10 point plan for sales managers to increase sales by focusing the team on generating new customers.

    The 10 points are: 1) Set objectives 2) Announce objectives 3) Personal sales plans 4) Present plans 5) Train team 6) Implement plans 7) Record/announce results 8) Coach 9) Feedback 10) Reward/praise

    Each personal sales plan should include: sales objectives, analysis of sales strategy, resources, market analysis, product range, activity analysis, training plan, and resource requirements.

    Ten Point Plan For

    Increasing Sales

    A Plan For A Sales Manager To Win More


    Business
    Ten Point Plan For
    Increasing Sales

    By Sean McPheat, Managing Director Of The Sales


    Training Consultancy
    All sales teams at some point need a boost. When times are good and results are coming
    in there is less of an incentive for sales managers to demand extra effort. The problem we
    have is lead times.

    Lead times

    Our definition of lead times is the average time between a first contact being made by a
    salesperson and an order being placed by the customer. Given that some customers buy
    quite soon after the first contact, while it could take months or even years to sign up
    another the average lead time is probably several months.

    What this means is that effort we put in today will pay off some time in the future. The
    problem is that many sales managers have a short term view and this can encourage bad
    habits in the sales team.

    Targets

    All salespeople should be targeted, both on the effort they put in and the results they
    achieve. They should have very clear objectives and a mix of short, medium and long
    term goals. Their results will come from existing customers and new customers.
    Depending on what you sell, the proportion of sales from these 2 sources will vary. In our
    business 75% of our revenue comes from new customers and 25% from existing. This is
    why we focus the majority of our sales effort on finding new customers, while making sure
    we don’t lose contact with the existing ones.

    This plan is designed to focus the team on generating new customers and begins with the
    sales manager setting some objectives for the team.

    Ten point plan.

    Point 1. Objectives

    Work out your objectives for the team. Decide the overall objective. How many new
    accounts and what profile of account are you looking for? Don’t just set a number. We
    want quality, not just quantity.

    Objectives should be SMART.

    Specific – Objectives should specify what you want to achieve Measurable – You should
    be able to measure your objectives Achievable - Are the objectives you set, achievable
    and attainable?
    Realistic – Can you realistically achieve the objectives with the resources you have and in

    Web: www.salestraining.co.uk Tel: 0800 849 6732 1


    the time scale you have set?

    Time bound – When do you want to achieve the set objectives?

    So, an example of a SMART objective could be: To sign up 30 independent retailers with
    a turnover of more than £250,000 within 3 months beginning 1st July.

    This is better than: To open as many new accounts as possible, which is not
    SMART.

    Point 2. Announce the objectives

    Get the team together and announce your objectives. Break down the target to individuals
    in the team, making sure each individual target reflects the potential on each area and the
    skill of the salesperson.

    Point 3. Personal sales plans

    Announce that each team member has to produce a personal sales plan for achieving
    his, or her new business target. This will be a plan of action for the period.

    Typically the plan should be written down and include:

    Sales Objectives. What I want to achieve

    Analysis of sales strategy. How I intend to achieve it

    Resources. The resources I currently have that will help me achieve my objectives

    Market Analysis. Where is the potential in the market place?

    Product Range. What products am I promoting?

    Activity Analysis. What are my activity targets? How many phone calls and visits will I
    need to make to hit target?

    Training Plan. Have I got the right skills to do the job?

    Resources Requirements. Are there other resources I will need? For example a
    marketing budget, a database etc.

    Point 4. Present plans

    Team members present their plans. This is important because it gives a public
    commitment to their plan and an opportunity for the manager and the team to give
    feedback.

    Point 5. Train the team

    Train the team. Are there skills they need to learn or to practise that will help them
    achieve their objectives? These could be things like appointment booking, presentation
    skills, objection handling, negotiation, closing and so on. Give the team all the resources
    they need to be successful.

    Web: www.salestraining.co.uk Tel: 0800 849 6732 2


    Point 6. Implement plans

    Implement the plans. Agree how regularly you will need to review progress, both to
    individuals and to the team as a whole.

    Point 7. Record and announce results

    Record the results and announce progress regularly

    Point 8. Coach

    Re-target as required and give individual coaching to team members. Check they are
    achieving both their activity target as well as results.

    Point 9. Feedback

    Give feedback both to individuals and to the team on their success. Announce individual
    successes and communicate good ideas that have brought results. Share best practice
    with the team.

    Point 10. Reward and praise

    Reward success. Have individual and team rewards. Salespeople have very strong
    achievement and recognition needs. Achieving target and being given recognition for it
    will motivate team members.

    This process works and is highly motivational for the team. The important point is that
    team members produce their own plans and the manager’s role is to ensure the team
    achieves the objectives that have been set.

    Web: www.salestraining.co.uk Tel: 0800 849 6732 3

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