SME Consulting - Sales Plan

Sales Plan
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• A sales plan is the roadmap that outlines activities needed to achieve your goals.
• Sales planning can be carried out when the company has a strategic marketing
plan in place as once the strategic marketing plan is made, the organization
knows the segment that has to be targeted, and also, the consumer buying
behavior for that segment.
• The Sales plan should mainly cover:
Targeted revenues
for a given period
The strategies
for achieving
them
The resources and
activities required
to carry out those
strategies

Sales Plan
Mission & Vision
•Sales leadership
•Sale team structure
Team
•Target audiences
•Buyer persona
•Location targeting
Target market
•Software
•Resources
Tools
Positioning
•Criteria for outreach
•Inbound prospecting strategy
•Outbound prospecting strategy
Prospecting strategy
Action plan
•Revenue target
•Deal target
•Units sold target
Goals
Budget
A good Sales Plan includes these elements:

Sales Plan- Mission & Vision
• Even if the company has an overall mission & vision statements,
you still need one specifically for sales operations in order to
ensure that you’re:
✓ Doing the right work.
✓ Saying yes to the right opportunities, and
✓ Rejecting anything that’s a bad fit for your strategy.
• A good sales mission statement strengthens alignments within
your sales operations team and with the entire sales
department.
• A sales vision statement describes the goals the sales team
must reach. These goals can be expressed as an increase in sales
revenues, or a higher industry ranking.
• Goals should be SMART as Vague and imprecise vision
statements leave room for mistakes, misinterpretations and
missed opportunities.

Sales Plan- Team
• Sales Leader is the person who leads the sales in the company to generate
predictable and repeatable revenue.
• The attributes of a good sales leaders:
• The best sales leaders are target and deadline driven.
Target fixation
• A key differentiator of great sales leaders is their ability to dispense tactical sales advice and add
value during customer meetings.
Sales intuition
• Sales managers who closely monitor and strictly enforce a sales process are more likely to exceed
their quotas, and the best sales leaders seek to control the daily behavior of their sales teams.
Control orientation
• Great sales leaders possess the knowledge to correctly deploy field or inside salespeople, segment
the market into verticals, and specialize sales teams by product or customer types when necessary.
Strategic leadership
Sales leadership

Sales Plan- Team
• Sales Leader is the person who leads the sales in the company to generate
predictable and repeatable revenue.
• The attributes of a good sales leaders:
•The best sales leaders are target and deadline driven.
Target fixation
•A key differentiator of great sales leaders is their ability to dispense tactical sales advice and add value during
customer meetings.
Sales intuition
•Sales managers who closely monitor and strictly enforce a sales process are more likely to exceed their quotas, and
the best sales leaders seek to control the daily behavior of their sales teams.
Control orientation
•Great sales leaders possess the knowledge to correctly deploy field or inside salespeople, segment the market into
verticals, and specialize sales teams by product or customer types when necessary.
Strategic leadership
Sales leadership

Sales Plan- Team
• A strong sales team structure is critical to ensure you have the right amount of
resources on the sales floor operating at high performance.
• Key factors affecting Structure of Sales Organization
Sales team structure
Target markets
•The size of your business and industry will impact the number of reps you need to cover target areas. The larger your market, the larger your team needs to be.
Types of Customers
•The types of customers such as industrial or commercial, wholesale or retail, domestic or foreign, rural or urban, man or woman, etc. must be considered while
selling up the structure of sales organization.
Nature of the Product
•A business that deals with a more diversified product or a wide range of products requires a more intense sale force compared to one that deals in only one
particular product.
Practices of competitors
•Most organizations form their structures based on the market competition. And therefore, an individual organization has to map its competitors’ practices like
marketing techniques, channels, etc. to create its structure that will help beat competition.
Distribution Channels
•If the company distributes the goods directly through its shops, the sales structure will be large and complex. While, If the company sells its products to wholesalers,
the size of the sales organization will be relatively small.

Sales Plan- Target market
• You need to define the characteristics of your target market and determine which
target accounts you will pursue.
• The people who are most likely to buy your products or services share certain
characteristics. The first step toward identifying these prospects is putting
together an ideal customer profile (buyer persona) which is a detailed
description of your target demographic that includes:
Target audiences Buyer persona Location targeting
• To identify your target market and best serve your market, you need to Know
your customers, Understand what your customers need, and why to buy.
• You need to identify:
Demographics
Behavior characteristics
Psychographic characteristics

Sales Plan- Tools
• Using the right sales tools make your work simpler and also help you to be distinguished over
competitors.
• You need to determine the necessary tools needed for sales people to succeed in their jobs & reach
targets such as training, documentation, and sales enablement tools like cell phones or tablets.
• Types of tools that a sales-driven organization needs:
•Using the right reporting tool, you can create insightful reports for:
•Analyzing your sales data
•Measuring vital metrics
•Taking informed decision
•Tracking poor performers
•Discovering buying patterns
Sales reporting
•Using email tracking tools, find out if the prospects are clicking and reading your emails.
•Also, you can track the open rate and call the prospects at the right time.
Email tracking
•sales pipeline management tools helps to:
•Know when it’s time to follow-up a prospect
•Know if you have enough deals to fulfill your sales target
•Set winning and rotting period to get a better idea of the deal’s progress
Sales pipeline management

Sales Plan- Positioning
• Positioning helps establish your product's or service's identity within the eyes of the
purchaser.
• A good positioning makes a product unique and makes the users consider using it
as a distinct benefit to them.
• Before you position your product or service, you need to answer the following
strategic questions:
Who are your competitors?
How's your product or service different from those of your competitors?
How your competitors’ pricing is different than yours.
What makes your product or service unique?
• Once you've answered these strategic questions based on your market research,
you can then begin to develop a positioning strategy for your business plan

Sales Plan- Prospecting strategy
• Prospecting is the process of searching for potential customers, clients, or buyers for
your products or services.
• Effective prospecting methods can vary by sales organization and industry and can
include email outreach, social selling, event networking, and warm outreach over the
phone.
• How will your sales team qualify the leads that are generated by your marketing strategy?
• Which inbound and outbound sales methods your team will use to close more deals?
You need to answer the following questions:

Sales Plan
Goals
• How will you get to your outline goals?
• What actions you need to take and the operations which are needed ?
• When will specific projects and activities be executed?
Action Plan
• What are your revenue goals?
• How will you break those goals down by quarterly and monthly quotas?
Budget
• What are the costs associated with hitting your sales goals?
• This includes; Salaries, commissions, sales training, sales enablement tools and resources.

13
Our Services
13
Process Analysis & Improvement
Analysis is carried out to determine which
processes and process steps are value-adding or
non-value-adding and then work on enhancing the
effectiveness of each process.
Marketing Services
We offer to prepare your market
research, competition analysis &
marketing plan in Egypt or abroad.
Besides, we develop an international
market entry strategy if you want to go
global.
Operations Manual
The operations manual will contain the
basic knowledge that shows how the
brand will succeed and how the
franchisees will operate the business.
Feasibility Study
Performance Review
Financial Services
Business Startup in Egypt
Strategic Planning
Marketing Services
International Business
Wherever you perform an
International Business Venture, SME
Consulting will be there to help you
to give powers to your business to
perform smoothly and easily.
Business Transformation
We help you to plan and choose the
suitable tools for your business
transformation and empower your
staff to apply the transformation
successfully.
Recruitment
We can help you to find the right
candidates, interviewing, selecting,
and outsource the right team.

Get in Touch
We’d Love to Hear From You
Send us a message or visit us whenever you like
13 El Tayaran St, Manteqet Al Cinema, Nasr City,
Cairo Governorate.
(+20) 1204538024 - (+20) 0224047915
11321 - Kingdom Centre - 28th floor – Riyadh,
Saudi.
(009) 66541549143
Egypt Office
KSA Office
info@smecastle.com
company/sme-consulting-egypt/
/SMECastleConsulting

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YOU

SME Consulting - Sales Plan

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