It is a fact that the profitability and sustainability of a company revolves around the sales of its products. If products are not sold or if sales do not meet the company’s monthly or yearly targets, then there is a big possibility of the company going under. You may also see company plan examples & samples.
The need of a sales action plan is important for a company to map out its sales targets as well as equip its salespeople the necessary knowledge and skills to meet those targets. If you are occupying a top position in the sales department or want to improve your sales productivity, here are some sales action plan examples that you will definitely find handy.
Here are some specific tips to help you create a sales action plan. Read on.
You just don’t memorize your sales action plan and expect to meet your sales goals. Even if you were the most talented salesperson around, luck won’t be able to help you achieve consistent results. You will instead be hurting the company in the long run.
When creating a sales action plan, specify both your short-term and long-term goals. Usually, a 30-, 60-, or 90-day sales action plan is created for short-term sales goals. A one-year (or longer) sales action plan is needed for long-term sales goals. Listing down your sales goals will help you prioritize what need goals to be achieved first. Having a long-term goal and breaking it down into numerous short-term goals is also one way to help you achieve your sales goals.
Why bother trying to achieve a goal without having any reward in the end? In the difficult and often toxic world of sales, you definitely need to have rewards or incentives to keep yourself motivated and continue working on your goals. Either you are an employer or a rank-and-file sales person, it is important to every goal met should have a corresponding incentives. You may also see quality plan examples & samples.
Rewards or incentives can either be cash, gift card or certificates, or anything tangible—as long as you or the company can afford it.
Even if your confidence is Donald Trump levels, you still need to be realistic with how you create your sales action plan. For example, if you work for an insurance company, you simply cannot convince 10,000 individuals in a single year to purchase your insurance plans. That would be finding around 800 clients per month and it does not include the ones who declined to purchase. Be realistic with your sales goals yet also be optimistic that you can attain them.
Sales is probably one of the most difficult jobs one can be employed into. You need to be tough, lucky, persistent, patient, and aggressive all at the same time. Sales is just not for the faint of heart. So, if you failed to meet the weekly or monthly quota in your sales action plan, don’t stress out and find ways or options to recover lost time. You may also like sales plan examples.
Besides, you are in sales because you love the field and you were not forced by anyone to sell anything. If you were forced, you can easily move on to another field.
The problem with ineffective sales people is they talk more than they listen. When a potential customer is looking at an item and analyzes if he wants to purchase it or not, never be aggressive and only communicate with the customer once he has questions regarding the product. Do not bombard him with random product specifications and being aggressive that he should purchase the product immediately. You may also see advertising plan examples & samples.
Research shows that 90% of potential customers steer away from pushy sales people while 60% of potential customers do not pursue a purchase because of an aggressive salesman.
Effective sales people are listeners first and rely on the queries of clients first before they make a move. Convincing a person to purchase a product is like playing chess, your move will depend on the move of the other party. This rings true for experienced buyers who have done extensive research on the product, so don’t try to act like you are smarter and more knowledgeable than the buyer (even if you are). You may also like daily plan examples & samples.
Not all people buy an item because they need it, some just want to buy because the item looks nice or the item is being sold at a discount. Make the item a priority purchase for your client, even though if the item is not on his to-buy list as of the moment or even in the near future. This is one sales tactic that is very effective and usually translates to sales for the company. You may also check out event plan examples & samples.
Identifying the needs of the client differs on the products that are being sold. You first need to identify why the potential customer wants to purchase the product. For example, you work for an automotive company and the individual wants to buy a car to bring his two children to school during weekdays and drive his family around during weekends. You might be interested in management plan examples.
For introverts, shyness is always the number one factor to prevents them from achieving anything significant. If you are an introvert yourself but you desire to have a successful career in sales, you really need to overcome being shy to be successful. Eradicating shyness cannot be accomplished overnight, it is a gradual process that actually needs to be practiced with both people around your inner circle and strangers. You may also see audit plan examples & samples.
You can start by talking to your clients the way you talk to your close friends or family. Of course, it should not include the silliness when being around with friends. Maintain a level of professionalism, but engage in a type of conversation that is more relaxed (ask about the client’s work activities or hobbies; remember that the client is not comfortable with you as well so engage in a conversation to lower the tension or awkwardness). You may also like work plan examples & samples.
Being a salesman or saleswoman is not limited to one-on-one meetings with clients alone. Remember that salespeople conduct product seminars or conferences too, and usually in front of a hundred or even a thousand attendees. Your boss will definitely not be throwing you in the fire pit especially if you’re still new, but if nerves still get the best of you when you’ve been doing sales for a long time, it’s time to change your ways. You may also check out implementation plan examples & samples.
One option to improve your speaking and convincing skills in public is to do some public talks within your company. Another option is to join speech groups where individuals are required to do random extemporaneous speeches.
Don’t worry, not all companies conduct product seminars and conferences. Most of the time, sales calls and meetings comprise a company’s sales transactions. Depending on the availability and the convenience of the client, there are times that sales calls are done outside company premises. When you have a sales call outside your company (either in a coffee shop, restaurant, the client’s house, etc.), you should never be late. You might be interested in project plan examples.
It is completely acceptable if the client is late to the sales call as he or she will be the one making a purchase, but unfortunately it doesn’t work the same way on your part. If you are in meeting in a public place, it is best to arrive around 20–30 minutes before your scheduled meeting so that you can still prepare your presentation and (most importantly) your sales pitch. If you will be meeting in the client’s premises, prepare everything beforehand (in the office or at your home when the sales call is scheduled early in the morning).
Effective salespeople usually translates to a successful company. If you are in sales, remember that you are not only working for yourself, but you are working for your company (either you are employed or an entrepreneur) and your stakeholders. To give you inspiration on your sales career, here is a list of the most successful companies of 2017.
The company is still going strong ever since it plunged into bankruptcy a few years back. Revenue has been increasing annually since the dawn of the new decade, with the release of the new Chevrolet Bolt and being a main player the car-sharing business in the US helping the auto company’s increased sales. You may also see transition plan examples & samples.
Despite the multimillion dollar smartphone manufacturer having a drop in sales in 2016, it still had one of the highest profits by any company around the world, and this is without the release of the iPhone 8 and iPhone X. Apple is still struggling in the Asian markets, where Vivo, Oppo, and Samsung reign supreme, but it could all change once the revolutionary iPhone X comes into play. You may also like weekly plan examples & samples.
One of the US’s biggest telecommunication companies makes this list as it went on an acquisition spree in 2016. The company acquired DirectTV for $49 billion while also acquiring Time Warner for $85 million. It does not end there as the company’s revenue increased by 11.6% in 2016. You may also check out evaluation plan examples & samples.
Retail giant Walmart acquired digital retail companies ModCloth, ShoeBuy, and Moosejaw and in 2016, acquired one of US’s biggest online retail companies Jet.com, strengthening its hold in the retail industry while becoming a main player in the e-commerce business. While Amazon is still the e-commerce king in the US, Walmart has proved to be worthy competition and might overtake Amazon if it continues to make smart and savvy business decisions. You might be interested in risk plan examples & samples.
Being involved in sales is not easy, to say the least. Even the most seasoned salespeople suffer setbacks every now and then. But what makes them winners is their ability to bounce back and create opportunities arising from difficult situations. We hope you found this article informative and you yourself will be guided when creating a sales action plan to aid you in your sales career. You may also see financial plan examples & samples.