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Sales Opportunity Plan Checklist

 

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Sales Opportunity Plan Checklist In this Sales Opportunity Checklist we describe a 3-step approach to identifying, analyzing and developing business drivers and leads. The checklist is designed for specialists involved in sales forecasting and performance analysis. It is best used with VIP Organizer software.


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1. Discovery:

  • Research your market to get a 360 degree view of your products, services, customers, prospects and competitors
  • Discover market trends and opportunities over the next 12-18 months
  • Assess your company’s sales potential and see if you can benefit from market opportunities
  • Determine the strengths of your business
  • Check if you can use the strengths to reinforce the sales process and exploit market opportunities
  • Select 3-4 market opportunities that your business is able to win
  • Convert these market opportunities into sales opportunities by identifying leads you can potentially generate             

2. Analysis:

  • Prepare an outline that determines what types of data are needed for opportunity analysis (e.g. sales reports, financial statements, sales ROI)
  • Define the purpose and objectives of your sales process
  • Be sure the purpose and objectives are aligned with new sales opportunities
  • Perform SWOT analysis to understand if your business is competitive enough to exploit sales opportunities
  • Analyze target market segments in which you can exploit sales opportunities
  • Analyze target customers and create their profiles
  • Develop a report that summarizes your opportunity analysis and gives suggestions about opportunity development

3. Development.

  • Submit your analysis report to the senior management for review and approval
  • Start planning for initiatives and implementation plans once proposed opportunities are approved by the seniors
  • Engage the head of sales dept. in the planning process
  • Develop an action plan that explains how to exploit sales opportunities
  • Be sure the plan follows these criteria:
    • Using time, talent and resources effectively
    • Focusing on the best customers
    • Communicating ad messages to the right audience
    • Building brands and marketing services
  • Consider including the following......


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