Post by hasina789956 on Oct 29, 2024 4:39:22 GMT -5
The sales action plan is the detailed strategic document that defines a company's sales objectives and the strategy to be deployed to achieve them. This plan is a kind of road map to coordinate and mobilize the company's resources around sales activities, with the aim of increasing revenues and strengthening its position in the market. The sales action plan generally includes an analysis of the target market (SWOT, PESTEL), the establishment of quantifiable objectives, the prospecting plan , the definition of customer segments , the planning and alignment of marketing campaigns, the implementation of sales arguments and sales techniques, the allocation of necessary resources. It also induces a monitoring system (dashboards, commercial reporting) and performance evaluation to adjust tactics according to the results obtained and changes in the commercial environment. What is a business action plan? A business action plan details the specific steps your company must take to achieve its business goals. This plan aligns the sales department with the company's overall objectives, by putting in place strategies to: increase sales by optimizing the efficiency of sales teams and gaining market share with the help of the marketing department improve customer relations retain your customer portfolio The 6 Steps to Implementing a Sales Action Plan There are generally 6 main steps to executing a sales action plan.
Audit and analysis of the situation Where are you with your business strategy? Where are you starting from? How do you assess your position in the market (competition analysis, market value, volume)? You need to know how your market is evolving: who, what, where, how much, when etc. A SWOT analysis of your strengths and weaknesses, opportunities and threats can guide you. If you want to know more about bulk email campaigns strategic diagnosis, we tell you more in this guide . 2.2. Definition of objectives: Once you have taken stock (to know where you are starting from), you can define objectives (to know where you want to go, in how much time and with what means). Regardless of the method chosen (SMART or OKR), you will need to determine clear and measurable objectives, aligned with the overall vision of the company. These goals may include, for example, increasing revenue , improving market share, or acquiring new customers.
The SMART method SMART is now used in most departments of a company to define objectives: Simple /Specific M easurable Ambitious /Achievable/Accessible/Accepted Realists​ Temporal (or delimited in Time) Example : Increase opportunities in the pipeline by 10% by June 30, 2024. Visit 1 more customer than N-1 /commercial/week, before June 30 Increase the conversion of quotes into customers by 30% to 40% this year (and therefore work better on closing) The OKR method You can determine your objectives with the OKR method (Objective & Key Results in VO), to organize work and align teams. Thus, you will be able to have an overview of the company's objectives with the means that will be implemented to achieve them. OKRs are usually divided into objectives and 4 key results per quarter, to be able to measure progress. Although OKRs are currently popular, the method is actually more than 40 years old (1983 Andy Grove, one of the founders of Intel). It is used by the champions of commercial innovation (GAFAM Google, Amazon Facebook and others like Netflix or Disney).
Audit and analysis of the situation Where are you with your business strategy? Where are you starting from? How do you assess your position in the market (competition analysis, market value, volume)? You need to know how your market is evolving: who, what, where, how much, when etc. A SWOT analysis of your strengths and weaknesses, opportunities and threats can guide you. If you want to know more about bulk email campaigns strategic diagnosis, we tell you more in this guide . 2.2. Definition of objectives: Once you have taken stock (to know where you are starting from), you can define objectives (to know where you want to go, in how much time and with what means). Regardless of the method chosen (SMART or OKR), you will need to determine clear and measurable objectives, aligned with the overall vision of the company. These goals may include, for example, increasing revenue , improving market share, or acquiring new customers.
The SMART method SMART is now used in most departments of a company to define objectives: Simple /Specific M easurable Ambitious /Achievable/Accessible/Accepted Realists​ Temporal (or delimited in Time) Example : Increase opportunities in the pipeline by 10% by June 30, 2024. Visit 1 more customer than N-1 /commercial/week, before June 30 Increase the conversion of quotes into customers by 30% to 40% this year (and therefore work better on closing) The OKR method You can determine your objectives with the OKR method (Objective & Key Results in VO), to organize work and align teams. Thus, you will be able to have an overview of the company's objectives with the means that will be implemented to achieve them. OKRs are usually divided into objectives and 4 key results per quarter, to be able to measure progress. Although OKRs are currently popular, the method is actually more than 40 years old (1983 Andy Grove, one of the founders of Intel). It is used by the champions of commercial innovation (GAFAM Google, Amazon Facebook and others like Netflix or Disney).