Instead of using a script, try using "talking points" that will allow you to answer customer questions and concerns. Setting monthly goals helps you to get a sense of achievement when you meet them. Include information such as gender, age and location — whether you intend to market your product or service to local residents, residents throughout the state or nation, or through the Internet, for example.
Remember that these goals comprise your sales strategy. Evaluate your results for the month. Your sales territory plan for your new company will be revenue-driven and help you to avoid unforeseen problems.
You need to allocate part of your time to maintaining your existing revenue. Describe why your product or service is important to your target market and how they will benefit from it.
Tell the customer to give you three names and phone numbers of people that may have a use of your product or service.
To do this, you need to consider all of the opportunities and threats your territory has in store for you! Which new or updated products are coming out this year, and will they complement or replace the old ones? Set a quota of at least five sales presentations a week.
What do these great customers have in common? They are different functions. Include sales projections month by month for at least one year, and preferably for two or three.
List, for example, what goals you plan to accomplish in the first 30 days, 60 days, 90 days and days of the new fiscal year.
Offer a free gift if the customer gives you a referral that leads to a new customer or client. You also need to spend time on growing your existing accounts.
Knock on 20 doors. Holding onto existing accounts is cheaper than chasing after new ones, so you need to dedicate a good chunk to your time to mending damaged relationships and defending clients against competitors!
Look closely at accounts owned by your competitors and find ones which you have an opportunity to target. Which ones sell best, and what is the average order size?
This section should include information related to the promotion of the product or service — advertising and direct mail, for example.
Then of course, you need to allocate time for winning new clients! Describe your target market, and be specific. Write about topics that address the interests and concerns of your customers in the field.
Break it down in whatever way makes most sense for your company and your plan. Having a well-constructed sales territory plan allows you to spend more time growing your new business. Which products do they buy? Contact 20 people that you can have a face-to-face meeting with each week. Your sales plan does not have to be long with complicated business jargon and complicated graphs and charts, but short and simple.
Forecasting Your Sales About the Author In addition to a successful career as a professional writer, Cindy White spent several years in mid-management positions for a Fortune company.
Writing articles is a good public relations tactic.
If you work for a large company, break down your target market by territory and include information about prospective customers in each territory.
Write a sales letter that introduces you and your new company to prospects. Which ones can be carried over from last year? Explain your sales strategy and tactics. What size are they, and what margin are you likely to make?A sales territory plan is a strategic and tactical plan for getting new customers and building a business that will meet and exceed a sales quota.
Having a well-constructed sales territory plan allows you to spend more time growing your new business. Customers, products, technology and competitors are constantly changing.
Great performance starts with an outstanding territory sales plan. Like any business plan, a sales plan provides a predicable road map of a goals and activities to ensure a. A sales business plan is much the same as a regular business plan except its focus is on sales and marketing — specifically, what your.
How to plan your sales territory 1. How to successfully plan your sales territory Simple and practical approach to build an initial plan for your business - designed for new sellers By Camilo Rojas - @camilo_rojas 2.
High Level Process • Prepare. Customer, Play, Routes, Competitors • Establish target. 4 steps to writing a sales territory plan. Step 4: Write up your territory plan. With all of that under your belt, you’re ready to write up your very own territory plan!
You want this to be as detailed as possible, so that it can actually help you to. It's basically our strategic and tactical plan for acquiring new business, growing our existing book of business and making and/or exceeding our sales quota within our sales territory.Download