Planning sales activities is essential in any business
Planning sales activities will allow you to be more effective. Start by preparing your agenda, knowing your priorities and, finally, where to focus your efforts.
Sales business has many variables and challenges. Marketing efforts, product policies, pricing, customers, market and training, for instance. Will leave this for next article, as today we are talking about preparation.
There are, certainly, business objectives to achieve and customer expectations to meet. The secret of success lies in knowing how to align both dimensions. Ultimately, this balance is achieved only with good planning.
Where does the organization want to go?
Each sales rep must know where the organization is going, therefore know the strategy and the business goals set. You have to master your individual targets and discuss with your sales director, what the tactical plan is to achieve those. Companies always want to increase sales, but only with the right strategy, and the resources needed, will be able to achieve it.
Prepare the agenda
In addition to knowing the goals, you must define what you have to do to achieve them. Are we focused on developing the sales of a particular service or product? We have few marketing leads and soon need more prospecting activity? Or, on the contrary, do we have a good pipeline, which needs better follow-up and fewer new visits, for example?
Is the geographical area covered, for example, having visited regularly the main customers in recent months? Is there a detailed knowledge of the business potential in the area, or list of customers you manage? From the outset, answering these questions will allow you to prepare the agenda and lead your work in the right direction. Then you must know where you are going when you leave the office. Finally, whatever the path, planning should be granulated weekly.
Overview
After the sales meeting, each salesperson should have a vision of the agenda until Friday, where to go and what to do, because this will lead to less surprises. There should be, however, room for contingencies. Surely the priorities will be different, if we are at the beginning or the end of the month. Ultimately, know what has to be done to overcome the performance defined by the company.
Impact on business
The sales activity has relevant operating costs and thus a decisive impact on the bottom line. We have hence to control planned meetings and travel schedule. The sales team is a critical variable, and its responsibility is, consequently, of paramount importance in the business.
Tips for effective business planning
We leave you some suggestions to better plan the agenda and focus on the essential:
- Preparation is essential: have all your weapons (price, product, internal support …)
- Know the company priorities
- Know your numbers: the objectives and performance to date, consequently knowing any deviations
- Define what you have to do to exceed your goals
- Make good time management and thus calculate well the impact of your travels
- Dedicate 80% of the time to the 20% of customers who do your business, and consequently improve client’s retention
- Do not mislead yourself. Ultimately, you are paid by each sale and not miles traveled
- Ask for feedback. You will be measured on your sales in a given period
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