Sales Development Plan Checklist

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1. Manage Target Customers.

• Identify all the customers your company deals with
• Evaluate customer potential by various indicators, such as market size, sector, location, customer behavior
• Identify the biggest customers that give you economies of scale
• Identify the target customers (those buyers that make the greatest sales for your company)
• Check if the biggest customers can be the target customers
• Understand what features and benefits of your products/services attract the target customers
• Focus your sales activity on the most attractive features and benefits
• Have a clear contact strategy that specifies ways of communicating with prospective customers
• Develop a plan of promotional events including presentations, demonstrations, meetings, conferences, follow-up calls
• Review your current sales plan and judge how much sales you can grow with the target customers
• Make a list of sales-related expectations you want to reach in the nearest future
• Think what improvements can be applied to your sales plan
• Hold meetings and discussions with sales personnel to explain them sales-related expectations and plans
• Increase employee commitment to sales targets through training

2. Focus on Top Performers.

• Observe activities and performance of salespeople
• Identify the best employees who do their jobs at the highest performance level
• Document their behaviors that can be transferred to others
• Synthesize company best practices with the top performance behaviors to produce a performance improvement plan
• Design a staff training program that intends to instruct salespeople in best practices of sales follow-up and execution
• Think who may perform the trainer role in your company
• Consider hiring external trainers
• Review and update the sales management process
• Be sure sales employees are well motivated and there is a stimulating compensation plan
• Eliminate self-limiting beliefs and hidden weaknesses
• Ensure full commitment of sales staff to sales execution at all levels of your organization
• Design a sales development model (see the next step below)

3. Implement Sales Development Model.

• Understand the market needs
• Identify target customers
• Make a list of prospective customers
• Plan sector-specific mailings
• Establish initial contact with prospects
• Convert replies into meetings
• Hold a sales presentation
• Make a sales proposal
• Negotiate the deal
• Follow up and confirm the deal

4. Measure Return on Investment.

• Monitor and analyze the status of your sales development model on a daily basis
• Use special KPIs (e.g. \"Increase in Sales\", \"Number of New Customers Attracted\", \"Revenue Gained\", etc.) to determine the effectiveness and performance of sales activity
• Get reports from your personnel to track any sales-related issues early
• Calculate ROI (Return on Investment) of sales activity.....

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