Implementation
of a Sales Plan
The sales plan must be implemented
immediately and the aspects such as the number
of calls to be made by the sales team each week,
as well as the procedures for monitoring these
results, can be calculated and used for coaching
purposes.
The question often arises, is it only the sales
team that adheres to the sales plan?
The answer lies in the fact that each member
of the company is part of the sales team and is
responsible for the implementation of the plan.
A positive selling culture, which is reflected
in the sales plan, will lead to a positive result
in the sales of the organization.
The sales plan must be communicated throughout
the whole organization and then be regularly reviewed
to ensure the continuation of sales growth.
The sales team needs to take ownership of the
sales plan and must rigidly adhere to the plan.
The truth is that the sales plan overrides the
company’s best efforts, and this can be
seen below in the graphical representation. We
assume that our marketing plan is creating and
endless list of phone enquires. Therefore if the
best-laid marketing plans are left to the devices
of a poor sales plan, then the efforts of the
whole team is in question.
The monitoring and implementation of a sales
plan can be made much easier with the use of CRM
(client relationship management) databases, which
allow the creation of a sales process.
About the implementation of a sales plan:
- Commission a CRM system as soon as possible.
- A good CRM system allows for sales processes
to created and tracked.
- Make sure the system lists opportunities and
tracks them
- The System should also allow for Email Database
Marketing.
- The system should be accessible by all members
of the sales & marketing team.
The Manolis model of sales success creates an
invincible sales team, which is able to create
long-term relationships from all transactions.
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