Strategic Sales Plan Checklist

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1. Understand Current Situation.

• Review profiles of current customers
• Identify target accounts based on profile data
• Review and refine contact information
• Review scheduled appointments and be sure there are salespeople responsible for those appointments
• Talk to sales leaders and managers and be sure their decisions address sales-related issues
• Get documents that describe sales expectations of your company
• Compare current sales revenue with expected one
• Analyze competitors and understand whether your company uses its competitive advantages to drive sales
• Review performance of Sales department and check if this department works effectively
• Calculate the actual number of leads generated last period (week, month, quarter, year)
• Check if these leads appear to be sufficient to generate desired company income
• Summarize the steps you did and identify problem areas that must be addressed by your strategic sales plan

2. Research Prospects.

• Review future business needs of your firm
• Understand the link between these needs and sales
• Research prospects’ selling environment to figure out if the business needs can be met by attracting new customers
• Focus your salespeople on establishing trust and rapport with potential customers
• Determine by what products/services your company can attract target prospects
• Identify the company’s competitive potential and be sure it has a strategy for using this potential to overcome rivals
• Identify unique selling points (USPs) that differentiate your products/services from competitors’ offerings
• Plan ad campaigns on the basis of USPs
• Set prospect selection criteria that are based on USPs
• Identify potential obstacles that may fail or neutralize prospecting
• Develop an approach for removing those obstacles
• Identify if there is additional potential for improving prospecting

3. Conduct Cost/Benefit Analysis.

• Identify top-motivating benefits that drive customers to purchase your products/services
• Evaluate top materials that are required to produce your USPs
• Find and cooperate with suppliers that can provide all the materials necessary for you to create USPs
• Set minimum product specifications (features, options & functions) that can address customer expectations
• Quantify the total cost of producing USPs
• Determine the top benefits that your firm gains from USPs
• Compare the cost with the benefits to determine if there is a ratio acceptable for your business

4. Plan for Sales Advance.

• Make a list of revenue expectations that must be met by sales advance
• Outline milestones, measurements and follow-up procedures for managing sales advance
• Identify target dates for sales growth
• Set ideal starting dates to hit target dates
• Confirm product/service availability
• Be sure any additional data (such as specifications and drawings) are exchanged and taken into account for sales advance
• Arrange specific end users or consumers who will help you plan for sales advance
• Have a plan that rules your firm’s competitive actions in case a new player enters the market
• Provide necessary training and development opportunities to sales staff
• Arrange and schedule sales tests that let evaluate marketing campaigns and assess their effectiveness
• Resolve any questions or issues that arise from sales tests
• Engage your sales team in providing continuous.....

Order 750 checklists in MS Word and PDF printable format at $49.99 USD only.

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