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Step-by-Step Template for sales planning. The template is structured as follows:

Tab 1 of this Workbook: Instructions on how to use

Tab 2 of this Workbook: Does the sales/revenue forecast

Tab 3 of this Workbook: Does the sales budget

Tab 4 of this Workbook: Does the actual sales plan

Tab 5 of this Workbook: Implements the sales plan

Tab 6 of this Workbook: Does sales pipeline management

Tab 7 of this Workbook: Common sales plan mistakes to avoid

Click on the relevant tab to complete each component

** Sales Plan & Action Plan Spreadsheets are also available as WORD d

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This is only one of our tools.Please be sure to review all the others on the

They are even more valuable than this one. Also, you must look at the presenmarket research, business intelligence, and how to videos links because theyalong with the templates is truly all you need to get the job done.

cuments

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website.

tation templates,offer insights that

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Sales Forecast (12 Months) UNRESTRICTED SPREADSEnter your Company Name here

Fiscal Year Begins Jan-13

12-month Sales Forecast

Jan-13 Feb-13 Mar-13 Apr-13 May-13 Jun-13 Jul-13 Aug-13 Sep-13

Cat 1 units sold

Sale price @ unit

Cat 1 TOTAL 0 0 0 0 0 0 0 0 0

Cat 2 units sold

Sale price @ unit

Cat 2 TOTAL 0 0 0 0 0 0 0 0 0

Cat 3 units sold

Sale price @ unit

Cat 3 TOTAL 0 0 0 0 0 0 0 0 0

Cat 4 units sold

Sale price @ unit

Cat 4 TOTAL 0 0 0 0 0 0 0 0 0

Cat 5 units sold

Sale price @ unit

Cat 5 TOTAL 0 0 0 0 0 0 0 0 0

Cat 6 units sold

Sale price @ unit

Cat 6 TOTAL 0 0 0 0 0 0 0 0 0

Cat 7 units sold

Sale price @ unitCat 7 TOTAL 0 0 0 0 0 0 0 0 0

All Categories 0 0 0 0 0 0 0 0 0

Notes on Preparation

Note: You may want to print this information to use as reference later. To delete thestext box and then press the DELETE key.

Forecasting sales of your product or service is the starting point for the financial projethe whole financial plan, so it is important to use realistic estimates. Divide your projewhich are natural divisions that make sense for your type of business. Typical categodepartments, branch locations, customer groups, geographical territories, or contractEnter the actual category names in the first column, replacing the existing "cat.1, cat.category, in the four "Sales History" columns on the right side of the sheet. (Startup bStudy your past sales records in detail. Note seasonal or other periodic fluctuations; dthey are expected to recur. Be sure to build these fluctuations into your projections fosales in dollars using the rows labeled "Total". Or, if you prefer, you may enter sales iper (@) unit, and the spreadsheet will automatically calculate the dollar sales volume.

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EET AVAILABE TO SUBSCRIPTION MEMBERS ONLY

Sales History

Oct-13 Nov-13 Dec-13

Annual

Totals

Current

MonthEnding

mm/yy 2012 2011 2010

0

0 0 0 0 0 0 0 0

0

0 0 0 0 0 0 0 0

0

0 0 0 0 0 0 0 0

0

0 0 0 0 0 0 0 0

0

0 0 0 0 0 0 0 0

0

0 0 0 0 0 0 0 0

0

0 0 0 0 0 0 0 0

0 0 0 0 0 0 0 0

e instructions, click the border of this

ctions. The sales forecast is the key tocted monthly sales into "Categories",ies might be: product lines,.", etc. Enter annual sales, by

usinesses may delete this section.)etermine what caused them and whenr the coming year. You may forecastin units, then indicate the sales price.

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Advertising, Promotion and Sales Staff Budget

UNRESTRICTED SPREEnter data in BLUE areas

Jan Feb Mar Apr May June July

Promotional activity $0 $0 $0 $0 $0 $0 $0

Mailers 0 0 0 0 0 0 0Seminars 0 0 0 0 0 0 0

Sales literature 0 0 0 0 0 0 0

Advertising 0 0 0 0 0 0 0

Public relations 0 0 0 0 0 0 0

Trade shows 0 0 0 0 0 0 0

Catalog 0 0 0 0 0 0 0

Telemarketing 0 0 0 0 0 0 0

Subtotal $0 $0 $0 $0 $0 $0 $0

Sales training meetings 0 0 0 0 0 0 0

Salary and fringe benefits 0 0 0 0 0 0 0

Commissions or bonuses 0 0 0 0 0 0 0

Relocation and recruiting 0 0 0 0 0 0 0

Travel 0 0 0 0 0 0 0

Entertainment 0 0 0 0 0 0 0

Temporary employment 0 0 0 0 0 0 0

Outside services (e. g.,

Consultants, marketing

research, reprographic

services) 0 0 0 0 0 0 0

Equipment rental 0 0 0 0 0 0 0

MIS costs 0 0 0 0 0 0 0

Operating supplies 0 0 0 0 0 0 0

Freight 0 0 0 0 0 0 0

Miscellaneous 0 0 0 0 0 0 0

Total $0 $0 $0 $0 $0 $0 $0

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DSHEET AVAILABE TO SUBSCRIPTION MEMBERS O

August Sep Oct Nov Dec Annual

$0 $0 $0 $0 $0 $0

0 0 0 0 0 $00 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

$0 $0 $0 $0 $0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0$0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

0 0 0 0 0 $0

$0 $0 $0 $0 $0 $0

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Sales Plan Template UNRESTRICTED SPREMost Companies have a Business Plan and a Marketing plan, however, a Sales Planis the greatest tool that an organization can produce and implement. This is becausewithout a sales plan, we may not be in a position to create the necessary revenue tokeep the business meeting its cash flow objectives. Below is a template for a Sales Plan.This easy four step guide will walk you through the process of creating a powerful sales pla

Take your time in completing the plan, and when completed, implementation of the plan willensure that you are at least in a position to move forward with your selling strategies.Review of the sales plan is necessary on a regular basis to ensure that the elements of theplan are still working.

SECTION ONE is about the expectations of the sales team.

Executive Summary

Company Mission Statement

Company Vision Statement

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Report on Current and Expected Business Climate

A narrative on the current business climate as well as the forecasted climate over the nexttwo years. Also provide a short comment on how the new sales plan will be achieved in thecurrent economic climate.

Revenue Targets, What are the revenue targets, when we will achieve them, who will achi

them, what industries will this revenue come from, etc?

Resources, What resources have been allocated to achieve the sales plan outcomes, wha

level must the sales team have, how many members are dedicated to the sales team, whatsupport will the sales team have, what selling expenses have been allocated to the sales tewhat level of customer relationship management system (CRM) is required by the sales teaand what staff resources are required to operate the CRM system?

KPIsWhat Key performance indicators have been set for the sales team? These need to

calculated from a reverse plan which has calculated the sales activity required to achieve stargets. The plan needs to include KPIs such as the number of cold calls made, the amoun

Sales Pipeline activity, The Values of Opportunities in the Sales Pipeline, Key Account Man

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activity, sales achieved, new sales achieved, profits achieved, both as a team and individuabroken down into sales team members and areas.

Milestones, Set milestones regarding who will achieve what targets at what time. It could al

include what industries will be penetrated by what date, and what profits will be achieved by

Perhaps even what new markets are created by a certain time.

SECTION TWO, is about the implementation of the processes.Specify how the team will collect and manage leads. What industries they will come from awe will make contact with them, and at what rate we will contact them.

Qualification, how will we qualify the leads and how we will manage them. Once they are ca prospect, how will we choose a particular sales? How will we manage leads which do not

Clients, what is the sales process for an existing client, how we write an account plan? Whsystem, and who manages it? How do we qualify the difference between an Account, MajorKey Account, and a Strategic Partner?

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Opportunity, how do we create and manage a new opportunity. What process will we use t

we have correctly qualified the realness of the opportunity? We need to use at quantitativemeasuring the reality of an opportunity.

SECTION THREE, is about how we measure the efforts of the

sales team.

Leads and Prospects, Put a value on leads and prospects so they can be measured at an

information must be live and available to all sales team members.

Sales Activity, measure sales activity such as number of prospecting phone calls and the

measure success of proposals, measure success of face-to-face prospecting visits with cus

Sales Processes, need to be established for all forms of sales activity, including the gathe

of leads, prospects, clients and opportunities. These sales processes should be integrated i

Sales, measure sales and profitability, slice and dice the information in accordance with the

the sales plan, and make the information available to the sales team. Measure the value of

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team has created.

Profits, measure profits and establish where the greatest and least return is coming from.

Sales Team Members, measure sales team members skills and establish if coaching and

required.

Customer Service, What are the customer service procedures and how does it integrate in

service procedures do not exist, then they should be forecasted as a milestone to be achiev

SECTION FOUR

Analyze, the items measured in Section three and adjust the plan to ensure that we achiev

the sales plan. The analysis should be a formal process and must be scheduled each quartDuring the analysis process we should identify the Personal Development needs of the saleimplement programs to assist the members to achieve the goals.

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DSHEET AVAILABE TO SUBSCRIPTION MEMBERS O

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ve

skill

am,m,

e

lest of

agement

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lly

lso

when.

d how

onverted toqualify?

t is the loyaltyAccount and

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o ensure that

ethod of

y time. This

uccess rate,

tomers.

ing and qualification

nto the CRM system.

KPIs in section one of

opportunity which the sales

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strengthening of skills is

to the plan? If the customer

ed.

the targets set in Section 1 of

er, or three-month period.s team members and

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Sales Action Plan UNRESTRICTED SPREADSHEET AFor:

Establish your objective

What is the primary goal you want to accomplish? Try to be SMART about it (Specific, Measurable,

Attainable, Realistic and Timely).

Step One: List your top 5 target customer segments (to increase wallet share)

These would include categories of customers that you want to get more business from. They could be

Realtors, specific companies, certain types of customers (loan customers without checking), heavy ATM or

Double check reports and other internal resources that help determine who the profitable relationships are f

1

2

3

4

5

Step Two: List your top 5 prospects (to increase market share)

Identify other areas where you could generate more business. Are there niches that you are currently

serving now that have other opportunities in your community (education, healthcare, manufacturing,

electronic banking, etc). If there are profitable categories of customers from One (above), look for

prospects in similar industries.

1

2

3

4

5

Step Three: Defining the key employees that will help in the process

Identify those in the bank that will help you accomplish your goals and what role they will play.

1

2

3

4

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Step Eight: Educate yourself

What can you do for an hour each week to improve yourself? Read a book, industry journal, bank literature

you dont know well, attend training seminars, podcasts, webinars, etc

1

2

3

4

5

Step Nine: Review and adjust

Review this plan on a regular basis and adjust areas that need modification every month. This will be a

work in process and over time will develop into a useful tool for your sales efforts.

Step Ten: Stay motivated

What are some of the things you can do to stay motivated?

1

2

3

4

5

Notes:

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AILABE TO SUBSCRIPTION MEMBERS ONLY

debit card users, etc

or your institution.

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alls and sending personalized

ts on a regular basis.

nds.

ms could

es), etc Be consistent!

nthly basis?

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on products/services

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BE TO SUBSCRIPTION MEMBERS ONLY

Q1 WeightedForecast Q2 WeightedForecast Q3 WeightedForecast Q4 WeightedForecast

75,000$ -$ -$ -$

50,000$ -$ -$ -$

50,000$ -$ -$ -$

-$ 250,000$ -$ -$

-$ 300,000$ -$ -$

-$ 225,000$ -$ -$

-$ -$ 200,000$ -$

-$ -$ 100,000$ -$

-$ -$ 125,000$ -$-$ -$ -$ 150,000$

-$ -$ -$ 300,000$

-$ -$ -$ 200,000$

25,000$ -$ -$ -$

200,000$ -$ -$ -$

-$ 300,000$ -$ -$

-$ 150,000$ -$ -$

-$ -$ -$ 100,000$

-$ -$ -$ 50,000$

-$ -$ -$ 500,000$-$ 225,000$ -$ -$

-$ 150,000$ -$ -$

-$ -$ 150,000$ -$

400,000$ 1,600,000$ 575,000$ 1,300,000$

400,000$ 2,000,000$ 2,575,000$ 3,875,000$

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Sales strategy: Top eight mistakes to avoid

The selling of goods and services requires a plan. We have already discussed how to create a salesJust as having no plan is a bad idea, having the wrong plan causes its own set of problems.

Here we will:

List a set of common sales strategy mistakes

Talk through how you can avoid making them

1. Not using a range of sales channels

Deciding on one sales channel and sticking with it sounds like an easy option. And it certainly is easiMultichannel distribution isnt solely a choice made by companies, its a demand made by customerways.

If you refuse to acknowledge this you risk falling behind you competitors. A website, mobile site, sowhich you need to consider serving.

2. Targeting the wrong customer

When you are choosing products to sell you probably have an idea of your target market and how tomarket research and competitive benchmarking analysis. Look at what your competitors are doimake sure you have the right audience in mind. Getting this wrong will throw off the success of your

3. Sticking rigidly to your plan

Being nimble is an essential element to success in business. What is right one week might not be riorder to move with the market. What feedback are you getting from your sales teams? What are theupdated to make sure you are getting your focus right.

4. Making is a one way process

Your sales strategy involves you talking to your target audience. But occasionally your audience willfeedback from your customers wherever they choose to contact you fromsocial media, live chat, c

5. Prepare for growth

You sales strategy is aiming for high sales and big growth but can your business handle it if it comeyour sales team know how to handle multiple orders? These are questions you need to ask yourself

6. Not cross-selling?

Cross-selling is an effective way of boosting sales by increasing the value of existing sales. An engasomeone you havent drawn onto your site yet.

7. Skipping channel research

Each of the channels you will be using to sell your products through require a full understanding to gbrand headfirst into a Twitter or Facebook without grasping their nuances is a mistake which you mi

8. Forgetting about budgets

Using these extra channels will cost you. They might involve an initial investment, an ongoing fee orthey come, you need to keep on top of them. Dont blow budgets for no good reason.

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plan. Now its time to look at the pitfalls in creating one.

ier, if you are prepared to lose out on lots of sales.driven by their desire to shop in a range of different

cial media and marketplacethese are all channels

reach it. These assumptions need to be backed up withing, speak to your manufacturer and scour the internet toentire sales strategy.

ht the next and you need to be able to read the signs inanalytics telling you? Your plan should constantly

talk back. Make sure you are you listening to theomments on your site. Not listening will lose leads.

? Will your site crash if it gets a spike in traffic? Doesand plan for in the strategy.

ged and interested shopper is likely to spend more than

et the most out of them. Throwing yourself and yourght pay for down the line.

take up a lot of time. Whatever the costs are and how