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Sales plan? whats a sales plan? - sales-management


In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a previous ballet artiste and choreographer-I'm terrible with details. When I was dancing professionally, all the fine points were taken care of; all I had to do was show up and dance. Even when I was choreographing, as long as I met my deadline for when the dance looked-for to be complete, I could go with the moment, go with the impulse and see where the dance led.

A filling dose of authenticity hit when I began to run a dance company. All of a sudden, I had people-employees, volunteers and dancers-waiting. I had to know where we were going and how we were going to get there. It was a altered world. Every conclusion had blow down the line. If we were going to have a bound season, I desired to know what we would be the theater and where we'd be performing arts it. How many dancers would I need? What about costumes? Were we going to appointment music? What would it cost? How would we pay for it all?

It took a long time for me to grasp the bang of having a plan. As I was consecutively a small, grass roots organization, there never seemed to be an adequate amount time, people, money or resources. I was all the time putting out fires. Every plan I industrial misrepresented the minute I keyed in the last condemn and in black and white it out. Plan-who has time to plan? Above all when the plan keeps changing!

Over time, I began to see the preparation administer as a road map. You know your basic goal. You amount out the best way to get there. Your plan needs to add in contingencies and have an adequate amount space that you can deal with fires and still move forward. And sometimes, the plan changes; it might need some adjustment or "tweaking. " As long as the goal corpse the same and as long as you keep attractive steps ahead to complete that goal, your plan will help you get there.

In sales, your goal is revenue-driven. How much money do you want to make? Or a change for the better question: How much profit do you want to make? Then, how are you going to attain that?

Your basic plan be supposed to start with a money sum and work backwards. If, for example, you want to gross $500,000 in sales this year, on average, how many sales would that be? What is your be around sale? On average, how many prospects do you have to see or speak with to close one sale? So, how many prospects would you need to see or speak with to close the come to of sales you would need to reach your goal of $500,000? What steps do you need to take to see or speak with that many prospects?

Wow! What a mouthful! Here is a accurate formula:

Value of arithmetic mean sale =______________
How many prospects to close one sales: _______________

Gross sales be around sale = total add up to of sales needed

Number of prospects to close one sale x total come to of sales looked-for = total add up to of prospects

(This formula is from a actor who counts up to 8 and starts over again! If I can do it-you can do it!)

2004 Wendy Weiss

Wendy Weiss, "The Queen of Cold Passion & Promotion Success," is a sales trainer, dramatist and sales coach. Her new program, "Cold Occupation College," can be prepared by calling: (866) 405-8212. Call her at wendy@wendyweiss. com. Get her free e-zine at http://www. wendyweiss. com.

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