This sales planning tool will ensure that salespeople achieve their sales goals and exceed their quotas. It is a month by month accountability guide and resource for planning sales activities and managing time. This is not a week by week planning calendar but a sales activity management tool.
This planner can help you achieve your goals. There is only one thing you need to do to ensure that your goals become a
reality and not a disappointment - use it regularly and keep it current every month!
Definitions for effective use of this planner.
Monthly sales goal: The sales results you want to achieve in; volume,
personal income, margin average, new accounts etc.
Annual sales goal: The same as the monthly goal only annualized.
Annual quota: The sales results your organization expects you to achieve
in a year.
1/12 quota: The monthly portion of your annualized quota in 12 equal
installments.
A - Prospects working: These are your best 14 prospects that you are
working on with an expectation of closing them in 1- 60 days.
Potential volume: This is the anticipated/expected sales revenue from a particular prospect.
Close %: This is your closing expectation in terms of percentage. A 90% close ratio vs. a 20% close ratio. This is often just a judgment based on experience and knowledge of the prospect.
Results: This is what you achieved during the month.
Referrals: These are qualified prospects that you gained from this client.
Source: This is the original source of your prospects/clients.
Prospecting actions: These are specific actions you took this month to
improve the number of prospects in your pipeline or their status.
Self-development actions: These are specific actions, decisions or
behaviors you took to improve yourself. Books read, seminars attended, courses taken, new mentor or coaching relationships developed .
Promotion actions: These are specific non-sales actions you took like
sending out articles, news or information that a prospect or client will benefit from. Marketing actions: These are specific actions you took that are designed
to generate client/prospect interest or a response. They can be either direct or indirect activities.
Prospecting funnel: This is your back log of active prospects. From very
good ones to new ones. It includes everyone you are working on in some way to move them forward toward closure.
Lost/Delayed sales: These sales are either lost (for now) or delayed until
some future date. Could be several weeks to a year or two.
What's working: These are actions, initiatives, or activities that are
generating positive results now.
What’s not working: These are actions, initiatives or activities that are not
generating positive results now.
Monthly summary: This is a summary of your thoughts, attitudes and
perceptions of your month and its successes, disappointments or failures. It should include plans, methods, ideas, actions, initiatives that you are going to work on next month. It should also include why you felt you had a successful month or why you failed to achieve your goals that you set for yourself.
