Strategic Sales Plan

Only available on StudyMode
  • Download(s) : 40
  • Published : December 23, 2012
Open Document
Text Preview
2 of December

Essay on Strategic Sales Plan

2012
Ricardo Daniel Lopes Pereira

Reflections on the importance and rationale, challenges faced and the key content required on a strategic sales plan.

Table of Contents
Introduction ...........................................................................1 Planning your strategic sales plan ........................................2 Challenges faced in the development of such plan ................2 Making a strategic sales plan ................................................5 Key Points .............................................................................5 Tools to make our planning successful .................................7 Conclusion ............................................................................12 References.............................................................................14

Introduction
Strategies and tactics are military terms used to describe a war plan. Strategy is about the war itself: what the leaders want to accomplish, and which battles they choose to fight. Tactics determines how an individual battle is fought. Sales plans break down further into new business growth strategies and tactics, and existing business growth strategies and tactics (e.g. selling additional products to people who are already customers). Whichever is your goal, the way to get there will for sure be a careful, deep thought and a hard one. This of course, if you want to succeed in a ferocious market. Sales have been changing dramatically over the years, and are no longer based just on selling as much as you can, or having the biggest revenue. Sales are no longer that small office on your enterprise that is dealing merely with face-to-face contacts and contracts, doing has much visits as they can, merely operational. How is the flow of sales in your business? If still the basic rice and beans: Product + quality service, it is worth reviewing some concepts. After all, to stand out in the current market the entrepreneur should pay attention throughout the sales process: before, during and after sales. Sales have gone strategic! Activity without forethought and planning is a needless waste of time and energy. You might still get your profits, but in long-term your competition will manage to lower their prices, offer the same as you do, and then your customers just move to the competition. If you've already hit up your existing customers recently, you'll probably want to focus on acquiring new ones. If you've just launched a new product that dovetails with an existing product, then your sales plan should take this into account and focus on selling it to current customers. The key point being now to ask yourself the question “what value can I add to this relationship?”. If you manage to answer this question, even if your competition lower their prices, your customers will still remain loyal and in business with you. More important than that, a strong relationship might start to grow, which can revenue more than just sales or profit itself, it might give you the opportunity to gain key insights and improve other parts of your business. Through all of this paper we will cover the implications, the tools, the challenges and a little bit on how can we improve our Sales. 1

1. Planning your strategic sales plan

1.1 Challenges faced in the development of such plan
 Searching for Information
This is the main issue when developing a strategic sales plan. And you can have a clue on how key this aspect is, by doing one (even in academic way). So, the basic mission is to obtain that accurate information in order to determine whether or not to invest more of your personal and organizational resources. Thinking on a higher level, as an enterprise, what can be the risks of developing a strategic sales plan based on wrong information? You can't make effective plans if the information on which you build those plans is faulty or sketchy. It might be...
tracking img