5 Steps to Successful Sales Planning · 5 Steps to Successful Sales Planning 5 Step Sales Planning Process 6 ©3FORWARD, LLC 3forward.com Create. Increase. Accelerate.TM 1. Sales

5 Steps to Successful Sales Planning

5 Steps to Successful

Sales Planning

Sell More Outsourcing Series

Produced and Sponsored by:


Today’s Speakers

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Dan Hudson 3forward President, Co-Founder

Matt Smith 3forward Exec VP, Co-Founder

3forward.com Create. Increase. Accelerate.TM

Dan Goodstein Outsourcing Institute Managing Director


The Market Place Reality

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Today we have a surplus of “similar” companies,

employing “similar” people, with “similar” backgrounds,

coming up with “similar” ideas, producing “similar” things,

with “similar” quality, & “similar” pricing!

Kjell Nordström & Jonas Ridderstråhle

– Funky Business


Benefits of Defined Sales Process*

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•  More qualified leads •  More opportunities worked •  Larger average deals •  Higher win rates •  Less “no decisions” •  New reps productive quicker •  Lower unforced turnover

*AberdeenGroup, CSO Insights, Forrester, Sirius Decisions, IDC


Planning Makes It Happen

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“Plans are nothing; planning is everything.”

Dwight D. Eisenhower


5 Step Sales Planning Process

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1.  Sales Goals and Targets

2.  Build the Revenue Model

3.  Fill the Funnel

4.  Sales Team and Selling Process

5.  Execute and Measure


Start Your Plan by Embracing Change

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Sales Readiness

Lead Creation

Lead Engagement

Lead Nurturing

Lead Scoring

Qualification

Prove Value

Decision

Marketing

Sales

Old World List Purchased

Direct Mail

Cold Calling / Networking

Qualifying

Presenting

Closing

Marketing

Sales

New Reality


Step 1: Sales Goals and Targets

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•  Goals – Where we want the business to be

•  Targets – Measuring our progress

•  Challenges and how to beat them

•  Changes and investments


Specific… Not Warm and Fuzzy

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•  Goal: Establish two new relationships per quarter in the US Financial and Accounting Outsourcing practice.

•  The targeted annual contract value of each new relationship is $2 million.


Step 2: Build the Revenue Model

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•  Calculate formula for success

•  Understand the impact of key variables

•  Sales team capacity planning

•  Optimize team structure


Revenue Planning Models

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Do I Have Enough Pipeline Calculator

Best For: Booking Targets, Services or Product Sales

Sales Revenue Forecasting Best For: Revenue Targets, Multi-Year Contracts, Services Sales


Step 3: Fill the Funnel

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•  Define the perfect prospect

•  Prioritize target accounts

•  Qualified lead criteria

•  Formalize lead creation process


Fill the Funnel Tools

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Category Strong Fit Neutral Weak Fit Prospect’s Revenues

$10m to $50m Greater than $50 Less than $5m

Geography US based So. America, Canada Europe

Desired Model Shared Desk Dedicated Desk After Hours / Overflow

Support Needed Proprietary Hi-Tech product or service

Order Fulfillment Order Fulfillment

Growth Stage Preparing for or entering rapid expansion

Mature Start up

Prospect’s Top Objective

Quality of Service, Growth Enablement

QofS, Cost, Growth Cost containment

Groups Supported

The Customers’ End Customers

Blend of internal and external end users

Internal Users

Specialization Needed

Tier 1 & 2 Tech Support General level issues Complex, Level 3

Sweet Spot Matrix www.3FORWARD.com/Resources

Do I Have Enough Leads Calculator www.3FORWARD.com/

Resources


Step 4: Sales Team & Selling Process

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•  Validate team structure and size

•  Roles and responsibilities

•  Territory and prospect assignments

•  Target account planning process


Team & Process Building Blocks

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Sales Model

Outside / Inside

Territories & Targets

Demand Gen

Outbound Inbound

Getting Found

Web Social Media

Systems

Process Tools


Step 5: Execute and Measure

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•  Sales activities calendar

•  Key performance indicators

•  Leadership dashboard


Step 5: Execute and Measure

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Sales Planning Mistakes to Avoid

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•  Skipping Strategy – “Fire! Ready! Aim!”

•  Misalignment to Company Goals

•  Sales Reps Self-Selecting

•  Ignoring Automation

•  Raising Quotas Without Investing


How We Can Help

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•  Lead ReadyTM

•  Sales Strategy and Process

•  Strategic Sales Plans

•  Sales Leader Dashboards

•  Sales Change Management

www.3forward.com


Resources

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Finding Your Best Prospects Success Kit

Sweet Spot Matrix Success Kit

Target Account Plan Success Kit

Do I Have Enough Leads Calculator

Do I Have Enough Pipeline Calculator

Sales and Revenue Forecasting Feel free to contact us at www.3forward.com


Thank you for joining

“5 Steps to Successful Sales

Planning”

Sell More Outsourcing Series

Documents

5 Steps to Successful Sales Planning · 5 Steps to Successful Sales Planning 5 Step Sales Planning Process 6 ©3FORWARD, LLC 3forward.com Create. Increase. Accelerate.TM 1. Sales