THE 3 WOWS AND OTHER SALES TIPS I LEARNED ALONG THE WAY
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Writing a Business Plan

6/26/2014

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You clicked to this page because you did not have a 2014 plan.

Writing a business plan is a great way to plan out your sales year...and even if you didn't do one in January, you still have the ability to write a plan for the remainder of the year.

There are many resources on how to write a sales plan.  Please click on one of the links below....after that, check out how I do my plan.

Mike Weinberg provides this free template

Why should you have a business plan?

Ken Thoreson's take on business plans for salespeople


Here is how I go about writing a business plan.  I ask myself some important questions, and I must work my way backwards.

  1. For example, If my goal is to earn $300,000 this year in commissions, I will need to sell at least 3,000,000 worth of product (at a 10% commission rate)
  2. Because my average sale is $250,000, I need to close at least 12 contracts this year.  One per month.
  3. Because my close ratio is 25%, I need to present to 4 new prospects each month (48 for the year)
  4. Because I have to speak to 8 prospects in order to get one meeting, I need to speak with 32 prospects per month.
  5. Because I don't connect with every prospect (not everyone is reachable), I figure I need to make 100 calls in order to reach 32 prospects on the phone.
  6. With 4 weeks in the month, i need to make at least 25 phone calls TO UNIQUE PROSPECTS in a week...


You know your business, so you can figure out your metrics.  The ket is being honest and realistic.   If you aren't a strong cold caller, then you probably want to increase your deal size, as opposed to increasing the # of calls.

Good questions to ask yourself:

  • How much do I want to earn this year?
  • What do I have to sell in order to earn that amount?
  • What prospects will I need to sell in order to achieve this goal?
  • What is my quota?
  • Is there a performance based promotion that I can reach this year?
  • Does my company have a "President's Club" that I can shoot for?
  • What can possibly stop me from achieving these goals?


Once you create this business plan, you must consistently re-evaluate it.  It should be a living document.

Get to work!

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