sales plan workbook protected
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Step-by-Step Template for sales planning. The template is structured as follows:
Tab 1 of this Workbook: Instructions on how to use
Tab 2 of this Workbook: Does the sales/revenue forecast
Tab 3 of this Workbook: Does the sales budget
Tab 4 of this Workbook: Does the actual sales plan
Tab 5 of this Workbook: Implements the sales plan
Tab 6 of this Workbook: Does sales pipeline management
Tab 7 of this Workbook: Common sales plan mistakes to avoid
Click on the relevant tab to complete each component
** Sales Plan & Action Plan Spreadsheets are also available as WORD d
UNRESTRICTED SPREADSHEET AVAILABE TO
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This is only one of our tools.Please be sure to review all the others on the
They are even more valuable than this one. Also, you must look at the presenmarket research, business intelligence, and how to videos links because theyalong with the templates is truly all you need to get the job done.
cuments
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website.
tation templates,offer insights that
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Sales Forecast (12 Months) UNRESTRICTED SPREADSEnter your Company Name here
Fiscal Year Begins Jan-13
12-month Sales Forecast
Jan-13 Feb-13 Mar-13 Apr-13 May-13 Jun-13 Jul-13 Aug-13 Sep-13
Cat 1 units sold
Sale price @ unit
Cat 1 TOTAL 0 0 0 0 0 0 0 0 0
Cat 2 units sold
Sale price @ unit
Cat 2 TOTAL 0 0 0 0 0 0 0 0 0
Cat 3 units sold
Sale price @ unit
Cat 3 TOTAL 0 0 0 0 0 0 0 0 0
Cat 4 units sold
Sale price @ unit
Cat 4 TOTAL 0 0 0 0 0 0 0 0 0
Cat 5 units sold
Sale price @ unit
Cat 5 TOTAL 0 0 0 0 0 0 0 0 0
Cat 6 units sold
Sale price @ unit
Cat 6 TOTAL 0 0 0 0 0 0 0 0 0
Cat 7 units sold
Sale price @ unitCat 7 TOTAL 0 0 0 0 0 0 0 0 0
All Categories 0 0 0 0 0 0 0 0 0
Notes on Preparation
Note: You may want to print this information to use as reference later. To delete thestext box and then press the DELETE key.
Forecasting sales of your product or service is the starting point for the financial projethe whole financial plan, so it is important to use realistic estimates. Divide your projewhich are natural divisions that make sense for your type of business. Typical categodepartments, branch locations, customer groups, geographical territories, or contractEnter the actual category names in the first column, replacing the existing "cat.1, cat.category, in the four "Sales History" columns on the right side of the sheet. (Startup bStudy your past sales records in detail. Note seasonal or other periodic fluctuations; dthey are expected to recur. Be sure to build these fluctuations into your projections fosales in dollars using the rows labeled "Total". Or, if you prefer, you may enter sales iper (@) unit, and the spreadsheet will automatically calculate the dollar sales volume.
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EET AVAILABE TO SUBSCRIPTION MEMBERS ONLY
Sales History
Oct-13 Nov-13 Dec-13
Annual
Totals
Current
MonthEnding
mm/yy 2012 2011 2010
0
0 0 0 0 0 0 0 0
0
0 0 0 0 0 0 0 0
0
0 0 0 0 0 0 0 0
0
0 0 0 0 0 0 0 0
0
0 0 0 0 0 0 0 0
0
0 0 0 0 0 0 0 0
0
0 0 0 0 0 0 0 0
0 0 0 0 0 0 0 0
e instructions, click the border of this
ctions. The sales forecast is the key tocted monthly sales into "Categories",ies might be: product lines,.", etc. Enter annual sales, by
usinesses may delete this section.)etermine what caused them and whenr the coming year. You may forecastin units, then indicate the sales price.
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Advertising, Promotion and Sales Staff Budget
UNRESTRICTED SPREEnter data in BLUE areas
Jan Feb Mar Apr May June July
Promotional activity $0 $0 $0 $0 $0 $0 $0
Mailers 0 0 0 0 0 0 0Seminars 0 0 0 0 0 0 0
Sales literature 0 0 0 0 0 0 0
Advertising 0 0 0 0 0 0 0
Public relations 0 0 0 0 0 0 0
Trade shows 0 0 0 0 0 0 0
Catalog 0 0 0 0 0 0 0
Telemarketing 0 0 0 0 0 0 0
Subtotal $0 $0 $0 $0 $0 $0 $0
Sales training meetings 0 0 0 0 0 0 0
Salary and fringe benefits 0 0 0 0 0 0 0
Commissions or bonuses 0 0 0 0 0 0 0
Relocation and recruiting 0 0 0 0 0 0 0
Travel 0 0 0 0 0 0 0
Entertainment 0 0 0 0 0 0 0
Temporary employment 0 0 0 0 0 0 0
Outside services (e. g.,
Consultants, marketing
research, reprographic
services) 0 0 0 0 0 0 0
Equipment rental 0 0 0 0 0 0 0
MIS costs 0 0 0 0 0 0 0
Operating supplies 0 0 0 0 0 0 0
Freight 0 0 0 0 0 0 0
Miscellaneous 0 0 0 0 0 0 0
Total $0 $0 $0 $0 $0 $0 $0
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August Sep Oct Nov Dec Annual
$0 $0 $0 $0 $0 $0
0 0 0 0 0 $00 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
$0 $0 $0 $0 $0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0$0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
0 0 0 0 0 $0
$0 $0 $0 $0 $0 $0
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Sales Plan Template UNRESTRICTED SPREMost Companies have a Business Plan and a Marketing plan, however, a Sales Planis the greatest tool that an organization can produce and implement. This is becausewithout a sales plan, we may not be in a position to create the necessary revenue tokeep the business meeting its cash flow objectives. Below is a template for a Sales Plan.This easy four step guide will walk you through the process of creating a powerful sales pla
Take your time in completing the plan, and when completed, implementation of the plan willensure that you are at least in a position to move forward with your selling strategies.Review of the sales plan is necessary on a regular basis to ensure that the elements of theplan are still working.
SECTION ONE is about the expectations of the sales team.
Executive Summary
Company Mission Statement
Company Vision Statement
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Report on Current and Expected Business Climate
A narrative on the current business climate as well as the forecasted climate over the nexttwo years. Also provide a short comment on how the new sales plan will be achieved in thecurrent economic climate.
Revenue Targets, What are the revenue targets, when we will achieve them, who will achi
them, what industries will this revenue come from, etc?
Resources, What resources have been allocated to achieve the sales plan outcomes, wha
level must the sales team have, how many members are dedicated to the sales team, whatsupport will the sales team have, what selling expenses have been allocated to the sales tewhat level of customer relationship management system (CRM) is required by the sales teaand what staff resources are required to operate the CRM system?
KPIsWhat Key performance indicators have been set for the sales team? These need to
calculated from a reverse plan which has calculated the sales activity required to achieve stargets. The plan needs to include KPIs such as the number of cold calls made, the amoun
Sales Pipeline activity, The Values of Opportunities in the Sales Pipeline, Key Account Man
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activity, sales achieved, new sales achieved, profits achieved, both as a team and individuabroken down into sales team members and areas.
Milestones, Set milestones regarding who will achieve what targets at what time. It could al
include what industries will be penetrated by what date, and what profits will be achieved by
Perhaps even what new markets are created by a certain time.
SECTION TWO, is about the implementation of the processes.Specify how the team will collect and manage leads. What industries they will come from awe will make contact with them, and at what rate we will contact them.
Qualification, how will we qualify the leads and how we will manage them. Once they are ca prospect, how will we choose a particular sales? How will we manage leads which do not
Clients, what is the sales process for an existing client, how we write an account plan? Whsystem, and who manages it? How do we qualify the difference between an Account, MajorKey Account, and a Strategic Partner?
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Opportunity, how do we create and manage a new opportunity. What process will we use t
we have correctly qualified the realness of the opportunity? We need to use at quantitativemeasuring the reality of an opportunity.
SECTION THREE, is about how we measure the efforts of the
sales team.
Leads and Prospects, Put a value on leads and prospects so they can be measured at an
information must be live and available to all sales team members.
Sales Activity, measure sales activity such as number of prospecting phone calls and the
measure success of proposals, measure success of face-to-face prospecting visits with cus
Sales Processes, need to be established for all forms of sales activity, including the gathe
of leads, prospects, clients and opportunities. These sales processes should be integrated i
Sales, measure sales and profitability, slice and dice the information in accordance with the
the sales plan, and make the information available to the sales team. Measure the value of
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team has created.
Profits, measure profits and establish where the greatest and least return is coming from.
Sales Team Members, measure sales team members skills and establish if coaching and
required.
Customer Service, What are the customer service procedures and how does it integrate in
service procedures do not exist, then they should be forecasted as a milestone to be achiev
SECTION FOUR
Analyze, the items measured in Section three and adjust the plan to ensure that we achiev
the sales plan. The analysis should be a formal process and must be scheduled each quartDuring the analysis process we should identify the Personal Development needs of the saleimplement programs to assist the members to achieve the goals.
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DSHEET AVAILABE TO SUBSCRIPTION MEMBERS O
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ve
skill
am,m,
e
lest of
agement
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lly
lso
when.
d how
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t is the loyaltyAccount and
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o ensure that
ethod of
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uccess rate,
tomers.
ing and qualification
nto the CRM system.
KPIs in section one of
opportunity which the sales
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strengthening of skills is
to the plan? If the customer
ed.
the targets set in Section 1 of
er, or three-month period.s team members and
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Sales Action Plan UNRESTRICTED SPREADSHEET AFor:
Establish your objective
What is the primary goal you want to accomplish? Try to be SMART about it (Specific, Measurable,
Attainable, Realistic and Timely).
Step One: List your top 5 target customer segments (to increase wallet share)
These would include categories of customers that you want to get more business from. They could be
Realtors, specific companies, certain types of customers (loan customers without checking), heavy ATM or
Double check reports and other internal resources that help determine who the profitable relationships are f
1
2
3
4
5
Step Two: List your top 5 prospects (to increase market share)
Identify other areas where you could generate more business. Are there niches that you are currently
serving now that have other opportunities in your community (education, healthcare, manufacturing,
electronic banking, etc). If there are profitable categories of customers from One (above), look for
prospects in similar industries.
1
2
3
4
5
Step Three: Defining the key employees that will help in the process
Identify those in the bank that will help you accomplish your goals and what role they will play.
1
2
3
4
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Step Eight: Educate yourself
What can you do for an hour each week to improve yourself? Read a book, industry journal, bank literature
you dont know well, attend training seminars, podcasts, webinars, etc
1
2
3
4
5
Step Nine: Review and adjust
Review this plan on a regular basis and adjust areas that need modification every month. This will be a
work in process and over time will develop into a useful tool for your sales efforts.
Step Ten: Stay motivated
What are some of the things you can do to stay motivated?
1
2
3
4
5
Notes:
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debit card users, etc
or your institution.
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alls and sending personalized
ts on a regular basis.
nds.
ms could
es), etc Be consistent!
nthly basis?
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on products/services
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BE TO SUBSCRIPTION MEMBERS ONLY
Q1 WeightedForecast Q2 WeightedForecast Q3 WeightedForecast Q4 WeightedForecast
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400,000$ 2,000,000$ 2,575,000$ 3,875,000$
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Sales strategy: Top eight mistakes to avoid
The selling of goods and services requires a plan. We have already discussed how to create a salesJust as having no plan is a bad idea, having the wrong plan causes its own set of problems.
Here we will:
List a set of common sales strategy mistakes
Talk through how you can avoid making them
1. Not using a range of sales channels
Deciding on one sales channel and sticking with it sounds like an easy option. And it certainly is easiMultichannel distribution isnt solely a choice made by companies, its a demand made by customerways.
If you refuse to acknowledge this you risk falling behind you competitors. A website, mobile site, sowhich you need to consider serving.
2. Targeting the wrong customer
When you are choosing products to sell you probably have an idea of your target market and how tomarket research and competitive benchmarking analysis. Look at what your competitors are doimake sure you have the right audience in mind. Getting this wrong will throw off the success of your
3. Sticking rigidly to your plan
Being nimble is an essential element to success in business. What is right one week might not be riorder to move with the market. What feedback are you getting from your sales teams? What are theupdated to make sure you are getting your focus right.
4. Making is a one way process
Your sales strategy involves you talking to your target audience. But occasionally your audience willfeedback from your customers wherever they choose to contact you fromsocial media, live chat, c
5. Prepare for growth
You sales strategy is aiming for high sales and big growth but can your business handle it if it comeyour sales team know how to handle multiple orders? These are questions you need to ask yourself
6. Not cross-selling?
Cross-selling is an effective way of boosting sales by increasing the value of existing sales. An engasomeone you havent drawn onto your site yet.
7. Skipping channel research
Each of the channels you will be using to sell your products through require a full understanding to gbrand headfirst into a Twitter or Facebook without grasping their nuances is a mistake which you mi
8. Forgetting about budgets
Using these extra channels will cost you. They might involve an initial investment, an ongoing fee orthey come, you need to keep on top of them. Dont blow budgets for no good reason.
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plan. Now its time to look at the pitfalls in creating one.
ier, if you are prepared to lose out on lots of sales.driven by their desire to shop in a range of different
cial media and marketplacethese are all channels
reach it. These assumptions need to be backed up withing, speak to your manufacturer and scour the internet toentire sales strategy.
ht the next and you need to be able to read the signs inanalytics telling you? Your plan should constantly
talk back. Make sure you are you listening to theomments on your site. Not listening will lose leads.
? Will your site crash if it gets a spike in traffic? Doesand plan for in the strategy.
ged and interested shopper is likely to spend more than
et the most out of them. Throwing yourself and yourght pay for down the line.
take up a lot of time. Whatever the costs are and how