Corporate sales planning
8
Why... Corporate Sales Planning is a scientific method for approaching clients to ensure maximum outcome from the sales efforts Help management to approach clients with pre budged Plans and Strategies
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Transcript of Corporate sales planning
Why...
Corporate Sales Planning is a scientific method for approaching clients to ensure maximum outcome from the sales efforts
Help management to approach clients with pre budged Plans and Strategies
Planning…….
• Sales Plan: Prepare a Plan after Portfolio Analysis of your available offerings based on Demand (Created or Available) and Market Trends
• Marketing Plan: Prepare a plan in Sync to support Sales Plan
Suspecting
Prospecting
Analyzing Negotiation Closers/ Order
Booking
Sales Methodology : SPANCO
Tools...
Prepare Sales Growth Plan and Convert into estimated leads to Close
S.
No
Business
Line
FY11-
12
FY12-
13
Required
Growth
Mode of Revenue
Addition
Avg. annual
revenue per client
Total no of
clients need to
add
Permutation
for achieving
target 30%
addition
during the
year
1
2
3
4
5
Total Leads
to Close
Tools...
S.No Action Points Understanding Action Holder Actions Timelines
Prepare Action Points, delegate to team with timelines
Tools...
Prepare Sales Growth Plan and Convert into estimated leads to Close
HPHV
•HPLV:
•LPHV:
•LPLV:
• Coordination and support to
Partners/ other locations BD in the
similar way, they must have a clear
communication of process to follow
once we freeze the process
High Priority
Low Priority
High Value
Low Value
Lead Management
Lead Mode Present Status Expected
Status Required Status Conversion Ratio in %
Cold Call 54 180 414
22 Reference 100 334 184
Website/ Telephone 30 100 50 Total 184 614 614
Required No. of Cold Callers 9
Closers Required
135
Total Leads by one cold caller in a Year 45
Total Leads in a Year by No of Cold Callers
414
No of meetings required to close leads in a Year
540
No of meetings possible by one resource in a Year
90
Resources required for Meetings 6
No of Follow-ups and coordination by one Resource to prospective client in a
Week 50 Name of BD Key Responsibility
Total resources required for followup (directly proportional to time)
11 HPHV/HPLV
Total No of proposal required to prepare
414
Total No of Presentation need to share 414
Total Manpower Required 11
Present Strength
Back end support for
RFP/Proposal/ PPT/
Responses/ Coordination
Lead generation & Closer
High Priority = Business Lines
High Value > or = revenue as per business lines
Tools...
Prepare Business Track Sheet, Delegate Clear Roles if Multiple Peoples are Involved in one lead
S.N
O
Project
Code
Start
Date Company
Relations
hip
Demo,
ppt,
Proposal
Follow
Up
Mana
geme
nt/
Team
:
Visite
d
Busine
ss Line SOW Activity
Action
Taken Status
Source,
R=
Refere
nce,
C=
Cold
Call,
W=
Websit
e/
Telecal
l
Proposed
Action/Upda
te
Estima
ted
Annual
Reven
ue
(lacs)
Priority
/ Value
Status
Closer
Status/
Month
of
Closer
1
2
3
4
Ensure Weekly Reviews for In Progress Prospects and Prepare Closer Strategies with Team
Tools...
Prepare Closer Reports , Motivate Teams with Rewards and Recognitions
S. No. (Project
Code)
BD
Name
Client
Name
Cost
Centre
Project
Manager
Start Date/
Month
Estimated Annual
Billing
Validated By
(Business Head)
Thank You...
For Free Details/ help Please Contact [email protected] Or visit me on http://in.linkedin.com/in/himanshukapil
