10 step complete guide for starting a consulting business from scratch.
Create a Sales Plan
Never forget the power of good old fashioned planning when you’re ready to open your business.
Here’s what you need to know about creating a sales plan for your new business.
What is a sales plan?
A sales plan lays out your company’s goals, strategies, high-level tactics, target audience, and potential obstacles. A business plan sets your goals, while a sales plan describes exactly how you’ll meet those goals.
Start by creating sales goals
You should always set goals for your business. If you have inside or outside sales people, you can set each person’s goals individually and then set your company’s overall sales projections and goals.
Make goals specific
You can have an overall sales goal, but you should break the numbers down into usable chunks. For example, set goals for new product or service sales, and goals for sales to existing customers or clients. It’s easier to assess progress and obstacles if you can look to see where you’re falling behind.
Identify possible obstacles
Brainstorm what might get in the way of achieving your goals and develop strategies and tactics that will help you and your team overcome those obstacles.
Obstacles might be external. This includes a disruption in your industry, a recession, a pandemic, or a key contact within an account leaving.
Obstacles can also be internal, such as failure to align your marketing strategy with your sales strategy. This can create poor quality leads and make sales difficult. You will build a more successful, sustainable business if you identify obstacles early.
Create an action plan
Once you set your goals and consider the obstacles, you need a specific plan (strategies and tactics) that will execute your sales plan.Break this down into daily, weekly, and monthly strategies and tactics, as appropriate.
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Collaborate with your marketing team
If you’re the sole employee, this is easy, But if you have different people involved with sales and marketing, it’s important that their goals are aligned. Your marketing team should learn the sale strategy so that they can build a marketing plan to support the sales team and drive high quality leads.
Execute the sales plan
When you’re ready, execute your sales plan. Planning can only get you so far. You have to put the plan in motion.
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