The first 2 tests of Team 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.
q Compensation Plans unlinked to the Action Plans.
q Marketing Plans that do not relate to or link with Sales.

Few have a linked Sales & Marketing Plan that describes the detailed strategies and tactics needed by quarter or by month to attain or exceed the main $ Goal.

Thus we have developed an easily customizable template that helps VP Sales develop a Company Level Sales & Marketing Plan quickly, and which reflects the business model of the company.

Our experienced consultants work through this with VP Sales until a sound plan is developed.

With minor changes, the customized template sodeveloped is then usable by Sales Managers.

When the final strategies and tactics are decided, optionally we can help develop a Compensation Plan for the sales force that will incent the force to execute these tactics.

Contents of a Typical Plan
A typical 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
PX7b. Segment Opportunity Assessment
PX8. Business Last Year, This Year, & What I can Count On, and Deltas to make main Goal(s)
PX9a. What are your Personal Strengths & Weaknesses
PX9b. Rate your People + Field Force Strength Rating
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
PX12. Compensation Plan needed to support the above (for VP Sales).

After helping to create many of these plans, our consultants can help facilitate development of a realistic Plan, which can then be used to show leadership to the whole sales force, and to the rest of the executive team.

Notes for Completion are also available to help Managers create realistic Plans.

With some further simplification, this template can then be used by front line Sales Professionals.