Sales Plan

Company
Name
Main Contents of This Plan
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Company Name
Address Line 1
Address Line 2
<<Company Phone>> <<Fax>>
Email Address
Company Website

Revenue
Unit sales by product type
No of customers
Average order value
Geographic breakdown
Revenue by month/quarter
New business revenue
Renewal and existing business
Customer groups by industries
Market size
Market Share
Changes in the market now?
Future trends?
What factors are influencing
growth or decline in your
industry?
Market players/competition.
Competitive advantages of
current players.
Strengths, Weaknesses,
Opportunities and Threats
Statement of overall
competitive position
Sales Plan Template
Previous Period
Exactly how much you generated. Don’t forget credit notes, bad debts
and deferred payments
Which products sell best? Are they continuing to grow?
Do the 80:20 rules apply? How reliant are you on a small number of
customers?
Is this changing?
A breakdown by sales territory. Which territories generate most/least?
Are there trends, when are the weak strong periods
What proportion of business is new?
What is your retention/renewal rate? Is this increasing/decreasing?
How much “churn”
Market Analysis
Who and where are your customers?
Is the market growing
Best broken down by product. Which products are Stars, Cash Cows,
and Dogs?
What trends can you foresee?
What Political, Economic, Social and Technological factors are
impacting on your industry?
Competitor Analysis
 Sales Plan Template

Sales Goals Revenue

Revenue goals Break this down by month/quarter and express as % change
Revenue by product type Break this down by month/quarter and express as % change
Revenue by customer type Break this down by month/quarter and express as % change

Revenue by territory Break this down by month/quarter and express as % change

Existing clients Break this down by month/quarter and express as % change

New business
Market share goals
Unit sales by product type
No of new customers
No of new customers
Sales Goals
Break this down by month/quarter and express as % change
Express as overall market share required and as % change
Number and % change
Number and % change
Number and % change

Overall Sales Positioning Plan

New business acquisition Overall strategy. Try to express it in one or two sentences. “New
strategies business growth will come from two principle areas: China and sales of
product X in the semiconductor industry”
New business acquisition Specific new business activities. For example lead acquisition, contact
tactics targets, sales promotion etc
Existing business growth Again express this in a sentence or two. “Existing business growth will
strategies be achieved by selling enhanced customized services as part of the
Territory Total renewal program.” Month
Existing business growth Timings, activities, sales promotion etc.
tactics 1 2 3 Resources
4 5 and Staffing
6 7 8 9 10 11 12
Staff requirements
Statement of overall This can be calculated by forecasting the total
How will you position yourself versus your competitors?number of sales
1
competitive strategy contacts you require to meet your target and dividing this by the
2 average contact rate for each salesperson.
Pricing strategies Low cost/high volume? Increase yield per customer? Etc.
Competencies
3 How well equipped is your team to sell this way? What needs to be
Sales Activity Plan
changed or improved?
4 resource requirements
Milestones
Other Key datesliterature,
Training, in your calendar.
temporaryIt is help
probably
etc. best to align this with the
5 trends in sales.
Briefing
Trade
6
and communicating
Shows Sales Plan Template
How doshows
Which you plan to communicate
, when, objectives forthe plan
each event
Key sales events
Monitoring Sales
Whenmeetings, marketing
and how will meetings
you monitor etc and results
activities
7
Key 8sales activities
Feedback When will literature
What other be produced,
mechanisms are thereother marketing
to assess activities, sales
progress?
promotion activities