Strategic Sales Plan
2 of December
Essay on Strategic Sales Plan
2012
Ricardo Daniel Lopes Pereira
Reflections on the importance and rationale, challenges faced and the key content required on a strategic sales plan.
Table of Contents
Introduction ...........................................................................1 Planning your strategic sales plan ........................................2 Challenges faced in the development of such plan ................2 Making a strategic sales plan ................................................5 Key Points .............................................................................5 Tools to make our planning successful .................................7 Conclusion ............................................................................12 References.............................................................................14
Introduction
Strategies and tactics are military terms used to describe a war plan. Strategy is about the war itself: what the leaders want to accomplish, and which battles they choose to fight. Tactics determines how an individual battle is fought. Sales plans break down further into new business growth strategies and tactics, and existing business growth strategies and tactics (e.g. selling additional products to people who are already customers). Whichever is your goal, the way to get there will for sure be a careful, deep thought and a hard one. This of course, if you want to succeed in a ferocious market. Sales have been changing dramatically over the years, and are no longer based just on selling as much as you can, or having the biggest revenue. Sales are no longer that small office on your enterprise that is dealing merely with face-to-face contacts and contracts, doing has much visits as they can, merely operational. How is the flow of sales in your business? If still the basic rice and beans: Product + quality service, it is worth reviewing some concepts. After all, to stand out in
Essay on Strategic Sales Plan
2012
Ricardo Daniel Lopes Pereira
Reflections on the importance and rationale, challenges faced and the key content required on a strategic sales plan.
Table of Contents
Introduction ...........................................................................1 Planning your strategic sales plan ........................................2 Challenges faced in the development of such plan ................2 Making a strategic sales plan ................................................5 Key Points .............................................................................5 Tools to make our planning successful .................................7 Conclusion ............................................................................12 References.............................................................................14
Introduction
Strategies and tactics are military terms used to describe a war plan. Strategy is about the war itself: what the leaders want to accomplish, and which battles they choose to fight. Tactics determines how an individual battle is fought. Sales plans break down further into new business growth strategies and tactics, and existing business growth strategies and tactics (e.g. selling additional products to people who are already customers). Whichever is your goal, the way to get there will for sure be a careful, deep thought and a hard one. This of course, if you want to succeed in a ferocious market. Sales have been changing dramatically over the years, and are no longer based just on selling as much as you can, or having the biggest revenue. Sales are no longer that small office on your enterprise that is dealing merely with face-to-face contacts and contracts, doing has much visits as they can, merely operational. How is the flow of sales in your business? If still the basic rice and beans: Product + quality service, it is worth reviewing some concepts. After all, to stand out in
References: Rogers, B (2007). Rethinking Sales Management - A strategic guide for practitioners. Wiley, UK. McDonald ,M and Woodburn ,D(2011) Key Account Management- A Definitive Guide,3rd Edition ,Wiley ,UK http://sales.about.com/od/salesplanofaction/a/Elements-Of-A-Great-Sales-Plan.htm http://www.davekahle.com/article/salesplanning.htm http://www.salessuccessandmore.com/top-five-problems-facing-sales-leaders-in-2012 http://moodle.uef.fi/course/view.php?id=2669 (Strategic Sales Management course learning material) http://ezinearticles.com/?The-Measurement-of-Sales-Performance&id=608192 14