Preparing a Sales Plan

1. Set objectives

2. Identify resources

3. Produce plan

4. Implement plan

5. Review results and amend plan

Objectives need to be SMART

Specific

Measurable

Agreed

Realistic

Time bound

A typical sales plan should include the following sections:

Sales Objectives Short, medium and long term objectives that relate to the objectives of the overall business.

Resources this should include details of key players in the team, sales budgets, equipment etc.

Market Analysis A review of the market which looks at the market now and in the future. This can include analysis of competitor activity and an analysis of existing Accounts.

Product Range The range of products or services available for sale, new products to be introduced, and old products to be discontinued. The likely ratio of volumes of each product that is expected to be sold.

Activity Analysis Review of targeted activity levels by salesperson and by product. Statement of Key Ratios and average lead times.

Training Plan A training needs analysis of the individual/team that relates directly to objectives.

Resources Requirements Cost Benefits analysis of resources, manpower, equipment, finance etc., required to achieve sales objectives.

Analysis of sales strategy The methods by which sales objectives will be achieved. Sales plan. Example: ABC printing limited