Creating a collaborative, strategic sales plan might sound like a complicated undertaking. But in reality, it’s a fairly simple process that produces tremendous results. Joe Micallef, interviewed by John Golden will teach you how.
This expert sales interview on creating a collaborative, strategic sales plan covers topics like:
- What is collaborative, strategic sales planning?
- The Three Key Elements of a Sales Plan
Collaborative, Strategic Sales Planning Defined:
Creating a collaborative, strategic sales plan is essentially engaging your sales team to come up with the critical activities required to grow your business. Often, organizations will create a top-down sales strategy. Alternatively, they might be asked to individually come up with a plan each year to grow their portfolio. This creates disjoined teamwork and disappointing results. “What I’m suggesting is that you get your team together in a room for a few hours and workshop your sales plan for the next year,” said Micallef. It’s amazing the results and the focus you’ll get; Not to mention the motivation level. Your team feels like they created it, rather than just being told to grow their business by 10%, and they are more motivated to see their creation to fruition.”
Three Key Elements for Sales Plan:
The three critical elements for creating a sales plan is answering the questions what, how, and why. Reflect momentarily on your current sales plan. Does it answer those three questions? Most plans start with the what.
- What do we want to achieve?
- What are our targets?
- What are our target markets?
- What does the team predict the goals to be?
Most organizations will stop there, but the how and why are equally important.
- How are we going to achieve those targets?
- How are we going to engage, persuade, and maintain our target clients?
Often, conversation and collaboration are done at this stage, exploring different activities and techniques to answer the how question. The third element is the why. This is very important because it helps motivate salespeople and give backing to their purpose.
- Why do we do this activity that we have all agreed on?
- Why have we set these particular targets?
- Why are these end goals necessary for the business, the employees, and the customers?
Unpacking the answers to these questions creates a surefire way to create a collaborative, strategic sales strategy.
About Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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