Sales Plan Part-3: How to optimize your Sales Planning for Rep Success in 2021
6 minutes read
True success always starts with a plan. And for sales success, nothing beats a strategic sales plan. While your sales plan definitely benefits your sales executives by providing them with a roadmap to drive sales success, have you ever thought if it is helping your frontline sellers?
In today’s day and age, it’s extremely important to have a sales plan that aligns with the way that the bottom line operates and empowers them to succeed. Because after all, they are the ones who are mainly responsible for driving your sales to success.
Learn how to optimize your sales plan in such a way that it enables your reps to be successful
1. Conduct extensive research
Needless to say that before planning your sales for a financial year you would be conducting extensive research and analysis on,
The market niche
The industry trends
The ideal customers, etc.
But all this is external research. This research fetches you the data that helps you to tackle external problems. There is one other crucial research which you need to conduct internally in your company. It is research and analysis of your front-line sales reps. This should be focused on understanding your sales reps’ capabilities and preferences.
2. Involve sales enablement team in the planning process
The sales management (including senior sales leaders and front-line sales managers) certainly plays a crucial role in strategizing a sales plan. But the role of the sales enablement team is equally important. Because sales enablement professionals are responsible for empowering the sales reps with knowledge and skills that will help in setting them up for success.
So, it’s crucial to involve the sales enablement team in the sales planning process. Because they can contribute towards drafting a perfect sales training and development strategy. They can provide insights into,
3. Optimize goals, DRIs, and deadlines
Defining goals, DRIs (Direct Responsible Individuals) and deadlines is an important part of a sales plan. This helps in providing a roadmap for the sales reps to achieve their goals and for the managers to track the progress of the sales.
The sales goals could be,
Revenue-based, for example, you might want your team to bring in a total revenue target of $10 million.
Or volume-based, where you want your reps to bring in 100 new customers or sell 450 units of a product
Now all these targets would have a timeline as well before which they need to be achieved.
4. Plan training according to the learning needs of the employees
Training & development is a section in the sales plan in which you outline
The training plan for the sales reps
And the content resources and tools that they should use
But it’s important that you keep in mind the training needs of the salespeople while drafting this section.
5. Sales budget should include accurate sales compensation
The sales budget is another important part of a sales plan where you assign an annual budget towards sales. While drafting this you need to keep in mind that sales reps are driven and motivated by good compensations and incentives. So, make sure that your annual sales budget includes a good amount of money towards the sales compensation.
In today’s world, profitable sales don’t happen without a good sales plan that truly empowers the reps to be successful. Fortunately, it is not hard to make one. By implementing the ideas discussed in this blog, you can easily document a sales plan that is sales rep friendly.
Learn how to use strategic and tactical planning to create a perfect sales plan
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Published on Tue Jun 15 2021