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Sales Development Plan Checklist

 

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Sales Development Plan Checklist Most businesses take a piecemeal approach to developing their sales activities. But developing sales is a continuous process. This process requires a comprehensive and ongoing approach that ensures consistent sales growth and improvement. Read this Sales Development Plan Checklist to learn how to plan for the sales development process.


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1. Manage Target Customers.

  • Identify all the customers your company deals with
  • Evaluate customer potential by various indicators, such as market size, sector, location, customer behavior
  • Identify the biggest customers that give you economies of scale
  • Identify the target customers (those buyers that make the greatest sales for your company)
  • Check if the biggest customers can be the target customers
  • Understand what features and benefits of your products/services attract the target customers
  • Focus your sales activity on the most attractive features and benefits
  • Have a clear contact strategy that specifies ways of communicating with prospective customers
  • Develop a plan of promotional events including presentations, demonstrations, meetings, conferences, follow-up calls
  • Review your current sales plan and judge how much sales you can grow with the target customers
  • Make a list of sales-related expectations you want to reach in the nearest future
  • Think what improvements can be applied to your sales plan
  • Hold meetings and discussions with sales personnel to explain them sales-related expectations and plans
  • Increase employee commitment to sales targets through training

2. Focus on Top Performers.

  • Observe activities and performance of salespeople
  • Identify the best employees who do their jobs at the highest performance level
  • Document their behaviors that can be transferred to others
  • Synthesize company best practices with the top performance behaviors to produce a performance improvement plan
  • Design a staff training program that intends to instruct salespeople in best practices of sales follow-up and execution
  • Think who may perform the trainer role in your company
  • Consider hiring external trainers
  • Review and update the sales management process
  • Be sure sales employees are well motivated and there is a stimulating compensation plan
  • Eliminate self-limiting beliefs and hidden weaknesses
  • Ensure full commitment of sales staff to sales execution at all levels of your organization
  • Design a sales development model (see the next step below)

3. Implement Sales Development Model.

  • Understand the market needs
  • Identify target customers
  • Make a list of prospective customers
  • Plan sector-specific mailings
  • Establish initial contact with prospects
  • Convert replies into meetings
  • Hold a sales presentation
  • Make a sales proposal
  • Negotiate the deal
  • Follow up and confirm the deal

4. Measure Return on Investment.

  • Monitor and analyze the status of your sales development model on a daily basis
  • Use special KPIs (e.g. \"Increase in Sales\", \"Number of New Customers Attracted\", \"Revenue Gained\", etc.) to determine the effectiveness and performance of sales activity
  • Get reports from your personnel to track any sales-related issues early
  • Calculate ROI (Return on Investment) of sales activity.....

 



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