A sales plan is a document that describes the goals you set forth for your business and how you are going to attain those goals.
- A sales plan includes your target market. Who will buy or use your product? You can break this down by gender, age, income or any other relevant factor.
- Delve deep into finding out what your competitors are doing and what the industry as a whole is doing. Find the common trends and figure out what is working for some and not for others. The items that work should go into your sales plan. Looking at your competitors and the industry will also help you identify prospective customers.
- Define what your sales goals are, who will do the selling, what your costs will be and how you will advertise.
- Define how you will reach your prospects and turn them into customers. Whether your goals are to contact a certain number of prospects per day or to obtain a particular dollar amount in sales, your targets should be broken into easily achievable steps in the sales plan.
- Remind yourself of what your goals and targets are and assess where you are in reaching them on a regular basis.
- Use the following acronym from Business Link to help define your sales plan: SMART - Specific, Measurable, Achievable, Realistic, Time-bound.
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