How to plan for a new sales quarter?
5 minutes read
Sales planning is usually done annually and it’s a pretty exhausting exercise. So why would anyone want to do it more than once a year right? But what sales leaders need to understand is that sales planning is an ongoing process and not a one-time event
Every quarter, sales leaders must evaluate performance against the annual sales plan, identify variances and evaluate corrective actions or adjustments
In this blog, we are going to explore exactly this. We are going to take a look at how sales leaders can evaluate their business performance and plan for each quarter.
Steps to take while planning for an upcoming quarter
1. Review your Targets
Surely you must have established certain objectives that need to be achieved in a fiscal year. But after each quarter, you will definitely be able to see the extent to which those objectives seem to be getting achieved. For example, some of your objectives might be closer to hitting the target while others might still be far away from reaching the target.
2. Pick three focus areas for the quarter
For example, your potential focus areas could be to:
- Increase the lead flow in the pipeline
- Improve your sales conversion rate
- Increase the sales of a particular product line
In order to make sure that your team is not overwhelmed with too many goals, limit the focus areas to not more than 3.
3. Encourage your reps to focus on High-Value Prospects
Make use of your data to build specific profiles of prospects that match your solutions. Review prospects currently in your pipeline and prioritize calls with those people with whom you have the greatest likelihood of converting high-value deals.
4. Mark important events’ dates
By having prior knowledge of these out-of-the-ordinary events, your sales reps can plan their activities accordingly so as to optimize their selling results.
5. Get off to a great start with gamification
This helps in,
- Creating a healthy competition at the workplace
- Improving productivity of the sales reps
- Keeping them on track with respect to achieving their goals
- Keeping them motivated to achieve their quotas and higher
This also helps the sales managers to identify if any of their team members are lagging behind and provide coaching to them immediately to bring them up to speed.
6. Reward the top performers
Encourage your sales managers to keep a track of the performance of each and every rep in their team. They should recognize every small and big achievements of their people and reward them with exciting,
Want to learn all about creating a perfect sales plan?Read these below articles:
Learn how the strategic and tactical planning strategies when put together make for a perfect sales plan
Published on Mon Aug 30 2021