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The first 2 tests of Leadership are:
1. Having a clear main
Goal
2. Being able to describe
in detail how the Goal will be attained!
Yet the majority of companies we have worked with
only have combinations of:
q
A main $ Goal that is described as "The Plan".
q
Several main Goals some of which oppose each other.
If they have Plans at all, the front line Sales
Professionals' Plans tend to be pretty PowerPoints with lots of
anecdotal content.
Few have a Sales Plans that:
a. End with the detailed activities and and funnel needed by
quarter or by month to attain or exceed the main Sales $ Goal
b. Link to their Managers Plan (who may not even have one unless
he has been through our Workshops too).
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Thus we have developed an easily customizable template that helps
Sales Professionals develop a Sales Plan quickly, and which links
to the mainline programs and products of the company.
In the workshops, we ask Sales Professionals to
develop and present a 1st cut of their Plan, and it is a very
telling exercise as we ask the rest of the participants to rate
eachPlan.
Contents of a Typical Plan
A typcal Plan's contents would include:
PX1 Overall Responsibility or Territory Definition
PX2 This Year's Main Sales $ Goal(s)
PX3 Control Goals or Limits
PX4 Key Performance Indicators (KPIs)
PX5 Stepping Stone Objectives
PX6. Key Assumptions +"If not" Consequences
PX7a. SWOT Analysis
PX8. Business Last Year, This Year, & What I can Count On,
and Deltasto make main Goal(s)
PX9a. Personal Strengths & Weaknesses
PX9c. Rate your Partners + Partner Strength Rating
PX10. What other Tools, Support, Resources, do you need?
PX11. What are your main Strategies and Tactics to:
PX11a. Annual Funnel & KEY Activity Plan
PX11b. Quarterly Funnel & KEY Activity Plan
PX11c. Monthly Funnel & KEY Activity Plan
Our workshops are followed up by experienced consultants
to work through this with your Sales Professionals until a sound
plan is developed.
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