Sales Target Plan Checklist

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1. Situation Analysis.

• Perform a situation analysis (e.g. SWOT, PEST) to gain an overview of the current situation your business operates in
• Identify internal and external forces that may influence the company’s sales performance and choice of sales targets
• Assess the company’s current and future advantages and disadvantages
• Figure out whether advantages influence sales performance
• Understand what disadvantages reduce sales performance
• Develop an action plan that helps your business utilize sales-related advantages and block disadvantages

2. Setting Up.

• Refer to your business plan to determine the income goals of your company
• Regard these goals as a projection of your initial sales targets and objectives
• Set time frames for your sales targets (for example, monthly or quarterly sales targets)
• Research your target market to determine what sales opportunities are open to your company
• Take into account sales trends your business will be involved in
• Conduct customer surveys to find out the best time to talk to your clients and customers
• Create a calendar that tracks customer negotiations and shows how much sales you have done each target period
• Keep an inventory of your actual sales in order to determine your wins and losses
• Make a daily to-do list to record sales-related tasks and targets you must complete on a daily basis
• Track your sales trends with help of your sales tracking tools (sales calendar, sales inventory and sales to-do list)
• Have a software system (e.g. VIP Task Manager) in place to manage the tools

3. Planning for Growth.

• Try to predict the effectiveness of your sales tasks
• Use your forecasts to correct your current activity
• Have an action plan that tells you how to solve predictable issues in advance
• Review current sales state and judge how much you can grow sales
• Make a list of sales expectations you want to reach in the nearest future
• Re-evaluate your business’s sales potential and see if you can reach those expectations
• Put together your expectations and sales targets and see if they are aligned with each other
• Think what improvements can be applied to your sales activity (e.g. a better system of customer support, hiring new staff)
• Consider conducting group meetings and discussions with your salespeople to explain business expectations, increase employee motivation, and talk about sales trends
• Try to increase employee commitment to sales targets through training

4. Reality Check.

• Keep track of your sales targets and objectives to check if there is inefficiency
• Use your sales tracking system to see what actuals are sold and what sales targets are hit over your accounting period
• Analyze sales results to find gaps and failed targets
• Think what was wrong and what improvements could be applied
• Debrief your sales staff to find out what they think about the sales process (perhaps they can tell you what needs to be improved)
• Create an improvement strategy that removes sales gaps.....

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