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How can you get your sales team to consistently generate more revenue year after year? Sales managers believe that aggressiveness, proactive business development, increased sales activity, maintaining an entire pipeline, and improving the skills of salespeople are the keys to generating more revenue year after year.

How vital is better planning? To achieve the best results, top-performing sales organizations set aggressive sales goals to reach their highest potential. They create precise and effective Sales Strategies and Performance Plans to achieve these ambitious targets. Sales leaders and salespeople can use the Sales Performance Plan to guide their Sales Performance Coaching efforts.

A sales-performance plan can help you reduce your sales revenue spikes and valleys.

The Sales-Performance Plan, generally speaking, is an extension of the marketing plan. It is also a crucial component of the overall business plan. The marketing plan identifies your target market and provides specific strategies to attract, promote, and sell your product. The Sales-Performance Plan outlines the steps required to retain existing customers, as well as the details of how to reach new customers and convert prospects into paying customers.

These plans must include details about execution. Notably, the plan should include details about who, what, when, how, and with which resources. You may also find details about how to overcome roadblocks or other obstacles in the plan. A sales performance plan that is effective anticipates and prepares for competitive threats, delays, and other unforeseen circumstances.

Sales managers who are successful have an intense obsession with planning in order to reach their targets. Better planning is key to consistent and predictable sales results. A Sales-Performance plan that is effective will include a number of factors depending on the sales environment.

The Elements of a Sales Performance Plan

A Sales-Performance Plan that is well designed will not produce sales results by itself. Like any plan, it must also be implemented in order to achieve results. A well-developed Sales-Performance Plan will guide every sales activity and increase the chances of the salesperson reaching their sales goals. The Sales-Performance Plan outlines the key objectives and the actions that are required to reach the salesperson’s goals.

A more effective sales-performance plan will help you build, nurture and maintain a healthy sales pipeline.

Your salespeople will reach their goals and achieve their sales targets if they have a well-planned and managed Sales-Performance Program.

o Sales-Performance Plans should also contain development and up-skilling goals that you and your salespeople feel are necessary to reach their sales goals.

A Sales-Performance Plan outlines the steps required to reach the goals. These are the main points of the Sales-Performance Plan.

Who: Who is responsible for what must be achieved?
What: What are the steps required to reach your goal?
When must the necessary actions be taken?
Tactics: Which tactics are required to reach the goal?
Resources: What resources are required to reach the goal?
Measures: By whom and when will success be measured?
Your salespeople shouldn’t start their year, month, or sales week without having a clearly defined sales plan. Your plan should outline your key objectives and provide action plans to help you achieve them. After the plan has been approved, it must be regularly reviewed.

These are some of the elements you should plan for:

o Increase in volume

o To increase the sales volume year-over-year

o Increase sales for specific products/services

o Increase average deal size

o Reduce the average length of sales

o Customer increases $ volume

o Identifying new account targets

Margin

o Ratio improvement

o Key account increase in product purchases

o Purchases of new products by critical accounts

o Customer retention goals

o New product objectives

You will need to break down the Sales-Performance Plan into four x 90-day ACTION PLANS, each with specific dates and strategies for execution. You, as the sales leader, must break down the plan and lay it out so that you can easily refer to and follow up on them. Some of these measures may be included in Territory Sales-Performance plans, as well as other goals to grow the territory.

Territory Sales-Performance plans Territory Planning is a process that a sales team uses in order to plan and analyze critical accounts within their territory. A Territory plan must contain both strategy and tactics, as well as detailed actions to achieve each objective.

A typical Territory Plan might include:

o, Analyse and set objectives around the company’s products, market segments, and competition, trends, and profiles of key customers.

o Specific key goals

o Threat/Opportunity analysis

o Account identification and estimations of account potential

o Analysis of the account situation and strategy

o Details on territory/account strategies – What to Sell, at what Price, and when?

o Key account increase in product purchases

o Purchases of new products by critical accounts

o Customer retention goals

o Channel development

o Deeper critical account penetration

o Re-establishing customers who have been abandoned

To ensure consistent sales success, it is essential to regularly review and update your Sales Plan.

Ian Segal is a leading authority and coach in Australia in sales management. He has been involved with the training, coaching, and development of sales managers for more than two decades.

Ian has 25 years of experience in sales and sales management. He also leads an HR and training department. This gives him a strong sense of fiscal reality as well as practicality.

Ian works directly with business owners, novice and experienced, in a variety of industries, selling disciplines. His goal is to improve sales management practices and transform sales results.

Ian is the author of “Bulletproof Your Sales Team: The 5 Keys to Turbo Boosting Your Sales Team’s Results,” as well as a variety of articles and white papers, including “The fish stinks at the head!” “Why Sales Training Doesn’t Work.”

Ian has an insatiable appetite for learning about selling and people management. He has tirelessly sought answers to the question, “How can some people sell while most people don’t?”