Most small businesses don't have an up-to-date or complete business plan. Most Sales people have no plan at all. As a professional manager, you certainly should have a plan. To see the acumen and dedication of your sales people, you must require an individual business plan from each.
One page will suffice. It should be simple enough in order to be quickly reviewed every day and easy enough to remember.
- Purpose: On a daily basis, what is their purpose as representative and ambassador of your company.
- Limits: Most sales people fail to limit their audience to a niche. When in doubt, go micro-niche. The more demographic limits used to describe a target market, the more powerful the message and the easier it will be for you to find them and them to find you.
- Activities: On a daily, weekly and monthly basis, what are the 3 to 6 Key Performance Indicators that enable you to track their performance at a glance.
- Numbers: What is their target income goal. How does that translate into commission, number of sales, number of proposals, number of meetings and number of contacts?
More importantly, how are they going to spend their money? What and where are they going to invest? How much are they going to save? What bonuses or lifestyle change do they want to use their income for? Taxes?
Their personal number is more important than any number on the company books. This is the real reason for their motivation. Only when you understand what motivates your sales team, can you plan to inspire them.
What is your P.L.A.N.?
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