How do you do Sales Planning for the upcoming new year? What are the elements of Sales Planning? These and related questions are answered in this presentation. The 5W1H approach to Sales Planning is also touched upon here.

1. SALES
PLANNING
01
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SALES KI PATHSHALA

2. 02
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Table of
Contents
Presentation Outline
Why Sales Planning?
What are the elements of Sales
Planning?
Translating Sales Plan into
Tactics and Strategy
Sales Target Setting for 2021

3. 03
Why
Sales
Planning?
If you fail to plan, you plan to fail!
You cannot score a goal without a goalpost!
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4. 04
5W1H
Elements
of
Sales
Planning
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Why to Sell?
What to Sell?
Where to Sell?
When to Sell?
Who to Sell?
How to Sell?

5. Why Sales Planning?
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05
The Purpose
The purpose of Sales Should be based on "Inputs" and not "Outputs".
Example:
The purpose of my Sales is to reach out to 1 Million Sales Freshers in
2021and empower them with the Science of Selling.

6. What are the market segment for customer acquisition?
How much do you plan to sell in each silo defined above in 2021?
Does your production dept agree to produce what you plan to sell?
Do you have consonance from Finance dept to put in working
capital to support your sales plan?
Has Material dept been appraised of the upcoming demand fo r
fres procurements?
What to Sell?
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06
Silo
Planning

7. What are the markets in which we wish to sell?
Geography
Segments
Have you prepared your Beat Maps, Route Maps and Journey
Cycles?
Where to Sell?
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07
Market
Planning

8. What is the demand forecasting pattern?
Have you derived your sales targets?
Annual
Quarterly
Monthly
Have you defined your Everyday?
When to Sell?
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08
Target
Setting

9. What is the manpower planning?
Existing
New
What is the L&D Plan for the sales team members?
Do you have budget concurrence on investments required in
manpower?
Who will Sell?
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08
Manpower
Planning

10. 10
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HOW TO
SELL?
What is the process to be followed in Sales?
Define a structured
Sales Process.

11. 14
What Sales Planning?
Silo Planning
List of Silos
List of applications in each silo
Target Planning
Annual, Quarterly, Monthly, Everyday
Market Planning
List of Territory
Beat map, Route map, Journey Cycle
Manpower Planning
Number
Quality
L&D Program

12. 12
The 5W1H Methodology of Sales Planning.

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URL: http://www.consult4sales.com

14. 20
Up Coming Programs
Sales Analysis
2021
30th December 2020
Customer Loyalty
20th January 2021
Lead
Engagement
13th January 2021
Sales Competition
3rd February 2021
Sales Kit
27th January 2021
Lead Magnets
6th January 2021
d

15. 15
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Invest time in
sharpening your axe
before you cut the
tree!
Sanjay Singh