Sales Prospecting Plan Checklist

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1. Analysis.

• Identify the key characteristics of your market (e.g. customers, references, competition, suppliers, etc.)
• Analyze the sales performance of your target product/service and see where and how this product/service best fits into the market environment
• Determine the degree to which your brand is recognized by target customers
• Assess your salespeople’s skills and abilities and check if your business is able to generate new leads
• Determine employee training needs
• Consider utilizing traditional sources of sales leads (e.g. referrals, blind RFPs, business partners, etc.)
• Determine current conversion rate your business works at and see how many leads it takes to create a new customer
• Analyze the market your business is in and identify how much sales potential remains open to you
• Figure out how much time is required to utilize the potential and generate new leads
• Summarize your analysis and identify weak places in your sales activity

2. Planning.

• Make a list of 20-25 customers you want to reach
• Be sure you have contact information of those customers
• Prepare  responses to all common objections posed by potential customers
• Commit to prospecting 14 or more hours every week, depending on your sales objectives
• Build a schedule of training sessions and meetings with your sales staff
• Identify criteria for obtaining leads (e.g. identification of customer needs, current supplier situation, financial situation, customer decision timeframe, pricing)
• Make a detailed plan of action that commits your salespeople to follow-up
• Decide on the best combination of prospecting techniques for your business. Some examples of prospecting techniques are:
  • Networking
  • Referrals
  • Talks and seminars
  • Strategic alliances
  • Cold calling
  • Targeted (e)mailing

3. Implementation.

• Create a schedule of prospecting activities
• Set a deadline you must hit when all the activities are done
• Select techniques for attracting new customers. For example:
  • New product launch
  • Product demonstration
  • Ad campaign
  • Customer acquisition campaign
• Conduct meetings with your sales staff to explain your vision regarding prospecting
• Agree upon the schedule and techniques with your personnel
• Be sure every employee has an action plan that describes individual tasks for a period (e.g. week/month)
• Focus your employees on the most perspective customers
• Have a set of reporting rules that determine what your employees need to report about and when
• Gather and read reports to track the status of prospecting activities and to apply necessary corrections

4. More Tips & Suggestions.

• Always qualify your customers before trying to sell something
• Focus on quality rather than quantity when prospecting
• Provide training opportunities to your sales personnel on a regular basis
• Analyze your competitors to know how to overcome them
• Keep your brands current and in demand through implementing innovations
• Provide customer support service to ensure......

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