Sales Planning

The Purpose of Sales Planning

Sales Planning is an essential undertaking for any sized business that wants to achieve sustainable growth. Before you can start achieving your growth targets, you need to define what they are, how you will measure them, and most importantly, the strategies you will use to achieve them. These strategies can range from short term, month-to-month tactics to full fledged year-on-year strategies, depending on the size and objectives of the business. When done correctly, sales planning sets your business up for success.

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Where do you begin?

Sales planning is neither easy, nor straightforward and it is not something to take lightly. Despite the information and templates you may find online, there is not a one size fits all approach. We recommend starting by defining what you are planning for. In smaller business, it may be that you are developing a sales plan for your whole sales department for the next 6 months, or 12 months. In larger business, the sales plan may be for a specific product or division of your sales team for the next three years, or five years. Once you have determined what you are planning for, you can then start working on the specific objectives and strategies that fit within the scope of what you are planning for.

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Sales Plans need implementation

Having a sales plan is good start, but the real work comes when you start implementing a plan. Without implementation, a plan will never have the desired impact on your business. One of the most crucial final steps in sales planning is resource allocation and determining who will do what. This is also one of the hardest steps to complete and is often a stalling point in the sales planning process. In most cases, your sales team is already overburdened and your leadership team can't take on more responsibility. In these situations, it is recommended that you look at outside resourcing to come in and support your Sales team. Now is a great time to explore the option of a Sales Specialist to make sure the plan is implemented and you achieve your sales targets.

Get help from the Specialists

Sales planning, when done right, will look different for each business. Fortunately, there are professionals that can make the process easier. Our Sales Specialists work alongside your Sales Leadership team to develop a comprehensive sales plan. They bring objectivity and fresh ideas to the process, asking the tough questions and working with you to find the answers. Our Sales Specialists utilise the SCQuARE™ methodolgy: a strategic planning process for simplifying complexity within your sales department, solving business issues and providing a framework to deliver actionable plans for your sales team. With years of experience across a variety of industries, our Specialists know the latest sales strategies

SCQuARE™ Process:

Development of a sales plan is where most sales consulting ends, but a large part of our offering is ongoing engagement to see the plan implemented. We work with you until you get the results you need. Unlike traditional consultants we will not dictate strategy and then leave you to figure out what to do next. We are held accountable to the goals and outcomes se out in the Sales Planning process.

Our Specialists work with your business on a flexible, part-time basis to ensure your team has the support they need. We have specialists across different industries and Sales functions, ensuring you are getting the right support for your business. We will make sure you reach your sales objectives and achieve the growth you desire.

Sales Case Studies

Our Sales case studies are a detailed look into our engagements with clients across a range of industries. We explain the client's background prior to engagement, the opportunity we identified, the process we implemented and the outcomes we achieved.

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