Writing a sales plan is an integral part of developing and implementing your marketing strategies. Companies create plans to keep sales under control, particularly in relation to advertising and the ability to generate revenues. Reflecting on all aspects of your business, including product value, market positioning, advertising strategies, market dynamics and sales goals, will help you write an effective sales plan.
Steps
Step 1. Establish the value of your product or service
Identify the unique and specific benefits your product or service provides to the target population. Your product can save people, improve their health or contribute to their knowledge. Precisely clarify the needs your product meets.
Identify the value of multiple offers. If you offer a wide range of products and services, define the unique value of each. Also consider all of the company's plans to diversify product lines or expand services
Step 2. Analyze your position on the market
Determine the exact niche of your product or service. Determine the age, locations and characteristics of the target population. The product can be an innovative tool to solve a common problem in a particular market. Or it can be similar to other products, but even more convenient in a specific context.
Step 3. Review the pricing structure
Writing a sales plan is an opportunity to establish a pricing strategy. Research similar products and services and set prices accordingly. Prices should allow it to remain competitive and still generate profits. Understand plans for price increases in line with changes in production costs.
Step 4. Outline your short and long term goals for revenue
Be as realistic as possible in your predictions. Use recent revenue history as a guide, noting significant changes in the market that can reduce them or create new opportunities in the future.
Step 5. Identify the ideal geographic areas for your products and services
Opening a new store and making products available to retailers are possible choices. The sales plan should include all the zones in which the sales activities will take place and the costs associated with each zone.
Step 6. Define your advertising approach
Websites, print publications, television advertisements and banners are some possible choices for advertising. Evaluate the performance of each marketing strategy through your business history and include successful choices in your marketing plan.
Step 7. Track the activities of your sales and marketing team
Include sales strategies that have proven effective in the past. Telephone, participation in trade fairs and partnerships with organizations are examples of sales and marketing activities. Describe the approach your sales team will take in both the short and long term to generate leads and deals.
Step 8. Include all other revenue possibilities
It identifies opportunities for contributions, proposals from the public administration and all other possibilities of revenues in concrete terms. For example, the objective of signing contracts with the public administration can be represented in numerical terms as "identifying and submitting 6 offers to the public administration in a period of 12 months".
