Smarter business decisions are all in the numbers — but numbers mean nothing without context. Plans give you that context. They also give your organization a road map to victory in 2016.
Improve your chances of success with plans that will make the number. Your sales strategy needs two distinct plans to reach your goal: sales and data Improve your chances of success with two sales plans that will make the number.
Your Sales Revenue Plan:
How are you going to achieve your revenue goal relative to your competitors? How are you going to make the number the CEO just handed you?
This is your sales revenue plan. A revenue plan keeps the employees working together toward the right goal. It increases the probability of success.
Creating this plan may seem overwhelming for a busy sales leader. There are a lot of variables, such as changes in products, prices and competitors. But this plan is critical to your success. So make the time to do it right.
- How do your sales break down across customer segments? Across the sales team?
- What KPIs do you need to measure?
- What is your execution plan? What will the sales team do in pursuit of the revenue goals?
- What resources does the sales team need? What headcount do you need?
- What budget method is right for you? And what budget do you need?
- How will you track spending? What is your desired return on sales investment?
- What financial model summarizes your plan?
Yes, there are a lot of elements to think about. But putting these details into a sales revenue plan will benefit your entire organization. It keeps everyone rowing in the same direction.
Your Data Plan:
What data do you need to drive sales decisions?
This isn’t a simple question. Issues like dirty data and systems issues complicate the matter even further.
You can keep from getting overwhelmed by breaking it down into simpler elements.
- What data do you have?
- What data do you need?
- Where are there gaps in the data?
- Where is the data that you need? Is it clean?
- Who owns what data?
Now create a plan for gathering, analyzing, reporting and utilizing that data. Capture this in a format that can be used across your organization. When Sales understands what is being tracked, they know what to pay attention to.
With the right data, you can make smarter decisions. You can analyze where problems are coming from and implement a solution faster.
Planning is only one part of a successful sales strategy. But it’s a significant part. It enables you to track your progress, solve problems and repeat successes.
Learn how to plan better, and learn more about SBI’s detailed Sales Strategy methodology. Register for a How to Make Your Number in 2016 workshop with our strategists.