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Sales Prospecting Plan Checklist

 

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Sales Prospecting Plan Checklist Prospecting is a sales-related process that intends to search for qualified customers and generate new leads. It helps to increase sales performance and revenues. Read the following Sales Prospecting Plan Checklist to learn what steps can be taken to plan for the process.


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1. Analysis.

  • Identify the key characteristics of your market (e.g. customers, references, competition, suppliers, etc.)
  • Analyze the sales performance of your target product/service and see where and how this product/service best fits into the market environment
  • Determine the degree to which your brand is recognized by target customers
  • Assess your salespeople’s skills and abilities and check if your business is able to generate new leads
  • Determine employee training needs
  • Consider utilizing traditional sources of sales leads (e.g. referrals, blind RFPs, business partners, etc.)
  • Determine current conversion rate your business works at and see how many leads it takes to create a new customer
  • Analyze the market your business is in and identify how much sales potential remains open to you
  • Figure out how much time is required to utilize the potential and generate new leads
  • Summarize your analysis and identify weak places in your sales activity

2. Planning.

  • Make a list of 20-25 customers you want to reach
  • Be sure you have contact information of those customers
  • Prepare  responses to all common objections posed by potential customers
  • Commit to prospecting 14 or more hours every week, depending on your sales objectives
  • Build a schedule of training sessions and meetings with your sales staff
  • Identify criteria for obtaining leads (e.g. identification of customer needs, current supplier situation, financial situation, customer decision timeframe, pricing)
  • Make a detailed plan of action that commits your salespeople to follow-up
  • Decide on the best combination of prospecting techniques for your business. Some examples of prospecting techniques are:
    • Networking
    • Referrals
    • Talks and seminars
    • Strategic alliances
    • Cold calling
    • Targeted (e)mailing

3. Implementation.

  • Create a schedule of prospecting activities
  • Set a deadline you must hit when all the activities are done
  • Select techniques for attracting new customers. For example:
    • New product launch
    • Product demonstration
    • Ad campaign
    • Customer acquisition campaign
  • Conduct meetings with your sales staff to explain your vision regarding prospecting
  • Agree upon the schedule and techniques with your personnel
  • Be sure every employee has an action plan that describes individual tasks for a period (e.g. week/month)
  • Focus your employees on the most perspective customers
  • Have a set of reporting rules that determine what your employees need to report about and when
  • Gather and read reports to track the status of prospecting activities and to apply necessary corrections

4. More Tips & Suggestions.

  • Always qualify your customers before trying to sell something
  • Focus on quality rather than quantity when prospecting
  • Provide training opportunities to your sales personnel on a regular basis
  • Analyze your competitors to know how to overcome them
  • Keep your brands current and in demand through implementing innovations
  • Provide customer support service to ensure......


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