A goal without a plan is just a wish

By now everyone is familiar with the fact that hope is not a plan! With out effective planning you have no hope of consistent success in sales.

World class sales organizations establish aggressive goals for maximum results, and to attain these goals they develop clear and effective plans. These plans include how to action, deal with obstacles and anticipate and address all know and potential possibilities. They plan for success, but by anticipating roadblocks, competitive threats and delays, they are prepared to deal with any contingency. This healthy obsession with planning ensures that they will reach their goals.

While luck may play a role in sales, one must remember the old adage:

“Even success has to be met half-way, and proper planning will ensure both halve”

Effective planning is essential building block of Objective Based Selling:

Corporate Objective planning

• What are the corporate goals, objectives and priorities over the next 18 – 24 months?
• What is the strategy to deliver against these goals?
• What are our target markets?
• What are our core competencies?
• What resources are critical to generating revenue and find new customers?
• Is there a gap we need to deal with now?

Key account Time and Territory strategic planning

• What are our customer's needs for the next 12-18 months?
• What solutions can we propose?
• What does the ideal customer look like?
• What is the best way to segment and prioritize customers/prospect
• What actions must we take to be successful?
• What will our competition do and how should we prepare for it?
• What are the obstacles to our success?

Sales call planning

• Where do we have relationships and where do we need to build them?
• Where are we in the sales process?
• Who are we meeting with?
• What are our goals for this meeting?
• What are their needs, concerns, history with our company, etc?
• What are we proposing?
• What are the objections we're likely to hear and how will we respond?
• What are the suggested next steps?

Developing, reviewing and regularly updating your plan is critical to consistent sales success. Renbor Sales Solutions Inc. brings experience and focus to building strategies and plans at all stages of the sales process. We can guide and facilitate your planning process to ensure that you have considered all the factors that can impact your success.

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