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The role of sales planning in sales management
Manage episode 484854858 series 3585590
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Sales planning saves time and increases success by helping you target the right prospects and avoid wasting resources on people who will never buy. This crucial sanity check ensures your sales activities are aligned with your revenue goals and confirms you have the resources needed to achieve them.
• Taking time to plan helps you sanity-check what you're doing
• Begin planning in Q4 to prepare for the upcoming year
• Use 90-day planning cycles for regular assessment and adjustment
• Calculate exactly how many sales you need to hit your revenue targets
• Know your conversion rates at each stage of the sales process
• For sustainable business, ensure you have sufficient resources to support sales activities
• A common rule: salespeople should generate 3x their salary in revenue
• Most sales struggles stem from poor targeting, qualification, or resource allocation
I'm a big believer in investing in yourself because, frankly, very few other people are likely to do it. If you found value in this podcast, please consider checking out my online sales course where I go into all of this in much more detail. You can also join my free webinar to get a flavor of what I teach.
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If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help!
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Graham Elliott
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Chapters
1. The role of sales planning in sales management (00:00:00)
2. Introduction to Sales Management Planning (00:00:24)
3. Why Planning Saves Time and Money (00:02:22)
4. 90-Day Planning and Goal Setting (00:03:59)
5. Resource Management for Sales Success (00:07:39)
6. Know Your Conversion Numbers (00:11:32)
7. Setting Realistic Targets (00:17:14)
8. Final Thoughts and Call to Action (00:20:12)
36 episodes
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