how to develop a strategic sales plan

How to Develop aStrategic Sales Plan

Sean StroubPresident & FounderCross Points Consulting Group

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• Sales are the ‘life’ of your business. • Without sales, all the other things that make

your business great (quality, creativity, passion, efficiency, service, trust) won’t matter much in growing a long-term, successful company.

• If you can’t generate enough sales and revenue your business will struggle for sure, but having the WRONG sales will definitely push your company out of existence.

• Here are the steps to take to develop not just a ‘plan’, but a strategic sales plan for growing both the top and bottom lines of your business.







Sales and Profits Need to be Attached-At-The-Hip.


Matt

Damon






Sounds simple, but why

have sales that aren’t

contributing profits to

your company?







Identify and Classify the Most Profitable Sales and Contracts You Have Now







• This is by far the most critical early step in developing a STRATEGIC sales plan.

• There is no reason to start planning for new sales if you aren’t sure where your most consistently profitable sales or contracts are now.

Improve your Existing Sales & Contracts First!







• The difference between a Strategic Sales Plan and just a simple sales plan is the most fundamental principle of Sales 101: your existing customers are easier to sell to than new prospects!

• .CrossPointsGroup.com Connect with us:






Increase the Add-On or Enhancement Sales from your Contract Work








Once again, your easiest

sales are going to be to

your existing customers






Clone your Best Customers and Contracts!







All your new sales need to be clones of your most profitable sales and contracts.







Set a Targeted Prospect List







Be specific on the prospects, accounts, properties, and customers that meet your new sales template(s).

Otherwise, you will spend more Chase time with bad prospects than

Face time with good ones!CrossPointsGroup.com Connect with us:






Perfect your Sales Process







Every sales process should revolve around the ability to

deliver solutions to your prospects ‘needs’ based on your

overall value proposition







Develop Content that Supports your Value Proposition







Remember, in the new sales world we live in, prospects want to be educated during their research and

discovery process when they are looking for new business partners and service providers







Provide Guidance and Leadership to Your Sales Team







In many service industries there will always be many forms of sales opportunities, keeping your team focused on the right opportunities will be the most important role of a Sales Leader!







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