Welcome to our sales workshop Writing a Sales Plan

1. Welcome to our sales workshopWriting a Sales Plan Workshop led by: Bob French & Dale Radcliff Hosted by: THE ALTERNATIVE BOARDSan Mateo CountyOctober 26, 2010 650.652.9393 bob@TABsmc.com Please fill out the top half of the Gold Sheetin your package…

2. Today’s workshop structure • Objectives • Interactive format w/ handouts • Sales challenges in today’s economy • Perspectives on sales / planning • Discuss & analyze sample sales plans • Complete gold sheet • Wrap up / take away’s? • Finally - What’s the ‘one thing’? The Alternative Board

3. Our objectives for today • Provide a model - build & tailor to your business • Provide information tools and materials you can use now • Contribute to your thinking • At least one good idea to put into action The Alternative Board

4. Today's business environment • Things are different • Customer mind sets have shifted • More caution in marketplace • Business is no longer coming in through the door • Decisions are slower • Competition is more intense • Significant pricing pressure The Alternative Board

5. Sales implications • Need more prospects to stay even • Takes longer to close a sale • More contacts involved in the decision • More deals lost to ‘no sale’ • Expect last minute changes • More service / more communications required • Sales people working harder The Alternative Board

6. Changes & adjustments • Strategy changes: • Selling more to existing customers • Larger companies going down market • Smaller companies offering / doing ‘more’ • Number of suppliers being reduced • Companies widening their service offerings • Adding more services / packages The Alternative Board

7. Some observations / conclusions • Those companies who are sales focused are still winning • Executing the fundamentals well is still key • Sales are most frequently lost to lack of clarity & insight • Even more focus needed on relationships • Companies reducing sales & marketing will lose The Alternative Board

8. A Sales Plan • Is your customer acquisition process • Defines:- Who you’re going to sell- How you will sell them • Need a plan for the company and for each sales person / key person • The Business Plan provides the context and comes first • A sales plan is different than a marketing plan • P.S. In sales, there is no substitute for activity The Alternative Board

9. Key elements of a Sales Plan • Sales objectives / forecast • Sales strategy(s) • Sales process / system • Action plan(s) • Tracking, measuring, reporting • Accountabilities, combined with compensation and rewards • Budget The Alternative Board

10. 1. Define your sales objectives • Where’s the potential? • Clearly and specifically identify what revenue you expect from, e.g.; • Each sales person / by territory • New customers • Existing customers • Products / services • Markets / niches • Selected accounts • Web based • Third party referral program • Alliances • Other? The Alternative Board

11. 2. Sales strategy / discussion Strategy is the broad approach you will be taking to achieve sustainable sales results over time • Strategy first, then tactics • Designed to overcome barriers • Critical to long term success • Usually long term and takes resources • Should always be improving & refining • Has to be implementable / simple • What is your message? Ties to value proposition The Alternative Board

12. 3. Sales process / discussion • The specific steps you take to achieve results; • A good sales process generates predictable results • If it’s repeatable, it eventually will generate momentum • A good sales process anticipates objections and increases the probability of a close • Assign probability percentages to each stage of your process / steps to close • Your sales process should be continuously refined as circumstances change The Alternative Board

13. 3. A sample sales process / discussion • Preparation • Initial contact • Secure appointment • Conduct sales call(s) / follow up • Proposal and/or demonstration • Finalize negotiations • Prepare contract There are many variations of sales processes. Typically the more larger / complex the sale, the longer the sales cycle. The Alternative Board

14. 4. Action plan • For the company and by each sales rep • An annual, quarterly, monthly plan • Revenue • Key activities / standards • Major milestones • Could be also be by region, division, product, geography, etc The Alternative Board

15. 4. Action plan – con’t • Can include; collateral materials, sales tools, contests, promotions, trade shows, skills training, website, client entertainment, networking… • Lead generation programs eg. telemarketing, direct mail, e-mail marketing, webinars… • One page is good • Must have a monitoring process • What is your focus / driver, your 80/20? The Alternative Board

16. 5. Tracking, measuring, reporting • Develop your pipeline report of prospects • Review progress monthly in writing • Review and adjust quarterly • Done for the company and by each sales rep • Review activities weekly • Weekly and/or monthly sales meetings The Alternative Board

17. 6. Compensation & rewards • Commission based salespeople expect to be held accountable • Be very clear on your expectations • Welcome and promote a sales person’s financial success • Recognition & appreciation are incredibly motivating • The compensation plan usually changes yearly • Are you rewarding to support your focus? The Alternative Board

18. Finally… What’s the one thing, if done well, that will make a difference? The Alternative Board

19. Please fill out your gold sheet and turn it in……….. Your feedback is very important to us :) The Alternative Board

20. Thank you for your participation Contact information: Bob French Chief Executive, TABsmc The Alternative Board 433 Airport Blvd, Suite 109 Burlingame, CA 94010 650.652.9393 bob@TABsmc.com www.TABsmc.com The Alternative Board