Is your sales plan comprehensive enough to support the team to exceed their targets this year?
1. Has the whole team been consulted?
• Do you have regular meetings where feedback is constantly captured?
These regular insights and inputs keep the plan current.
• Has the team on the road been consulted? Have they shared their insights on customer conversations that can assist to create new product bundles or merchandising ideas for example?
2. How are these insights captured and shared?
• Who is regularly inputting information into the CRM?
• Is the team reviewing what is already in the CRM – mining it for insights and opportunities?
3. Has the marketing team been involved?
• What campaigns are they planning for the year?
• How does the team plan to support the leads coming in from these campaigns?
A plan is simply a map for the team to head in the same direction and it can be adapted with consistent planning during the year.
Q: How do you ensure your sales plan is on track and the team can adapt?
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