January 29, 2018:
We’re now well into the new year, so hopefully you have your annual target and you know which customers and prospects your company would like you to work with, or you have a geographic region to focus on.
You have the systems and sales tools your company wants you to use to allow the executives to see at a glance the overall picture, but your goal depends on your clear vision and your plan, writes APS CEO, Andrew Hough..
The first step is to divide your annual number into bite size chunks, monthly or quarterly. This will prompt you to ask yourself a series of searching questions:
What will each customer give you? How much have they given you in the past?
Is there a refresh cycle to the product or solution that you need to consider?
If it’s a new prospect, who is the incumbent competitor and how long would the sales cycle be that could impact your phasing?
What’s the competitive threat to your customers?
What additional, internal resources do you need?
What management support do you need?
Is there a channel route to market?
Have customers bought other products before? Maybe they have a history of buying multiple products, so your new product launch this year needs to be added to their portfolio.
In answering these and other questions, you will develop your 2018 sales plan because this is your business.
Sales is one of the most rewarding jobs in the world. You may work for a multi-national company or corporation, but it’s your plan that’s imperative. If you don’t have one, build it now.
If you would like more help, consider joining the APS – the world’s leading body in sales skills, knowledge and behaviour. Our association will help you to stand out from your competitors, giving you the best chance of winning your next deal or promotion.