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Sales Planning

"I believe in writing things down … if you can’t do that, then you haven’t really thought it out." - Lee Iacocca

PLANNING IS KEY TO CREATING A ROBUST SALES STRATEGY

Good business and marketing planning can reap rewards. All too often businesses implement a strategy in haste and repent at their leisure! However, it is important to strike the balance between planning and delivery. Too much planning and no delivery is pointless. All delivery and no planning is aimless.

To achieve your sales aims you need an efficient planning lifecycle where you build, deliver, monitor and revise your plan. We can work with you to develop your sales plan or alternatively train you to create a plan of your own. After a plan has been written we are also there to carry on working with you to deliver and track the plan if required.

SALES PROCESS

A clearly defined sales process, aligned to the customer’s buying process, is important to ensure the whole company is focused on the right things and all pulling together. A repeatable process provides predictable results. Each company has their own process and by capturing the process you can teach it to new hires to get up to speed quickly, refined as the business grows and react to market changes.

SALES PLANNING

Sales planning comes in a variety of forms. For example – Company Sales Plan, Territory Plans, Account Plans, Opportunity Plans and Call Plans. Good planning makes success far more likely as delivery without planning is chaos and planning without delivery is a waste of time. The plans you elect to use need to fit with your sales process and the types of customer relationships you have. For example if you want to grow business from existing clients by selling more of your product portfolio to different parts of their organisation, then Account Plans are very important. Prepit can provide training along with tools that cover the spectrum of planning activities and scale to your needs, one size doesn’t fits all.

PARTNER PLANNING

If you sell through partners it is important to have a strong collaborative relationship to help you both gain the best results. A partner plan is not focused on a legal framework, it focuses on the depth and quality of your business relationship with each other.

The purpose of Partner Planning is to create a joint, go to marketing plan based on your agreed propositions and market segments. The plan looks at six elements – proposition, performance, practice & people, pipeline, process and position, which are wrapped with governance to ensure delivery. We would work with you and your partners to prepare the plan and then help with ongoing plan delivery to ensure success.

SALES PROCESS

A clearly defined sales process, aligned to the customer’s buying process, is important to ensure the whole company is focused on the right things and all pulling together. A repeatable process provides predictable results. Each company has their own process and by capturing the process you can teach it to new hires to get up to speed quickly, refined as the business grows and react to market changes.

SALES PLANNING

Sales planning comes in a variety of forms. For example – Company Sales Plan, Territory Plans, Account Plans, Opportunity Plans and Call Plans. Good planning makes success far more likely as delivery without planning is chaos and planning without delivery is a waste of time. The plans you elect to use need to fit with your sales process and the types of customer relationships you have. For example if you want to grow business from existing clients by selling more of your product portfolio to different parts of their organisation, then Account Plans are very important. Prepit can provide training along with tools that cover the spectrum of planning activities and scale to your needs, one size doesn’t fits all.

PARTNER PLANNING

If you sell through partners it is important to have a strong collaborative relationship to help you both gain the best results. A partner plan is not focused on a legal framework, it focuses on the depth and quality of your business relationship with each other.
The purpose of Partner Planning is to create a joint, go to marketing plan based on your agreed propositions and market segments. The plan looks at six elements – proposition, performance, practice & people, pipeline, process and position, which are wrapped with governance to ensure delivery. We would work with you and your partners to prepare the plan and then help with ongoing plan delivery to ensure success.

WE CAN HELP YOU

If you don’t have a clear sales plan that aligns with your customers buying process, get in touch.