Sales plan presentation
Traveling cross-country without a roadmap is intimidating. The possibility of getting lost or taking a roundabout route is likely, and the chance of arriving late at your destination is high too. A sales representative trying to sell without a solid sales activities plan will find similar issues. That lack of guidance may be responsible for lost revenue. In fact, 40% of businesses surveyed missed their revenue targets in 2020, according to a HubSpot research report.
This problem may be remedied by a strong sales plan backed by data that gives sellers more understanding of how to attack problems in the pipeline and close deals. Let’s look at what a sales plan is and how to create a sales plan presentation to share with a sales team.
What is a sales plan?
A sales plan is an all-encompassing playbook that specifies the mission, structure, targets, and methodologies a sales rep needs to know for a company. Every sales plan should be thorough. When creating a presentation to share with a sales team, it should highlight the critical steps and detailed information for the sales team and other internal stakeholders in the sales process.
There is no one-size-fits-all when creating a sales plan presentation. A sales plan should be customizable, adaptable, and reflect the specifics of a company or small business.
What should a sales presentation include?
Although every sales plan presentation should be tailored to a specific company, there are guidelines and best practices to follow when creating a sales plan presentation ppt. Here are 7 steps to creating a sales plan presentation:
1. Mission statement
It’s essential to have a clear, big-picture understanding of the company’s goals before starting to nail down any specifics. Conveying the company’s mission statement — which should include the company’s purpose, values, and positioning in the industry — should be the first step in creating a sales plan presentation.
In this step, it’s also important to identify the current market position of the company, its competitors, and the values that set it apart. This information doesn’t have to be wrapped up in the mission statement, but providing it will help a sales team understand where the company currently fits in the market.
Once the mission statement is covered, start zooming in on the individual goals of a company. The main objective of the sales plan should be to spell out the company’s short- and long-term goals as well as team-wide and company-wide targets. Revenue, profit margin, and conversation rate may be included in this section. In the past, these goals have been generated by historical sales data. However, past data isn’t always enough to predict future performance. Collective[i]'s Intelligent ForecastTM uses artificial intelligence (AI) to deliver an automated, daily, and adaptive forecast on the market that allows an organization to act swiftly and change outcomes for the better. Sellers can use this to set small, targeted goals for every sales pipeline stage.
Setting a specific goal of closing, say, 75 deals in a month, rather than listing vague goals, is smart. But a company should also work backward from that goal and identify not just the steps that will make it happen but also any problems in the pipeline that will impede that goal. Companies will perform the act of reverse engineering in the sixth step.
3. Sales team organization and structure
This part of the presentation should be forward-looking and focus on the company’s team structure. Identify the specific roles and responsibilities of each team member, then outline particular skills that sales reps currently possess, along with what they still need to be successful.
A useful tool for collecting this information would be Collective[i]'s C[i] RecommendsTM, which analyzes the actions of top sellers to recognize which activities are more likely to have an outsize impact on outcomes. It then shares those activities in a daily list of recommended actions, news, and risk alerts with the whole sales team to help drive the best results. C[i] RecommendsTM can be a partner in a company’s process of learning about its sales team and identifying the support salespeople need to be successful; for example, a company may see the need for hiring another salesperson or otherwise growing the team.
4. Target market and customer avatars
It’s just as important to outline the customer’s perspective as it is to outline the internal structure of a sales process. Detailed information about a company’s target markets and ideal customer profile, or avatar, should be included in a sales plan presentation. Researching and learning about a company’s target markets and customers shouldn’t stagnate; fluidity is important, and as a company grows, its target market and customer avatar may change.
5. Sales strategies and methodologies
This part of the presentation should give an overview of the sales methodologies that are most successful for the company’s target market. Action steps should be labeled for each method, and those steps should match individual sales rep’s training and comfort level. A sales plan doesn’t need to have a set-in-stone approach. A hybrid approach that combines various sales strategies and methods can work for different sales reps and customers.
6. Sales execution and action plan
This section of a sales plan presentation is where the real action begins. Identify the sales activities, timeline, deadlines, and milestones expected to occur throughout the sales process. Be as specific as possible. Breaking this section down into monthly, quarterly, and yearly timelines can also be beneficial.
Such specificity serves two primary purposes. First, it will be a tremendous help to a sales team. A step-by-step guide helps individuals learn on the job and also makes the onboarding process for new hires a breeze. Second, it pinpoints the stages of a sales process that are doing well or need to be fine-tuned.
For instance, if sales reps are spending 70% of their time with prospects but are still not meeting their quarterly quota, the company should examine where prospects are leaking from the sales pipeline and why. They can do so using AI-enabled tools such as Predictive PipelinesTM, which provides pipeline health assessments and transparency into the pipeline.
7. Measure key performance indicators (KPIs)
The final step of your sales plan presentation should involve sales activity tracking, measurement and analyzing your KPIs. These are metrics that can be used to set targeted goals over a certain amount of time and track quantifiable milestones and insights. Which metrics are measured (and how they are measured) depends on the goals of the company, but internally, the standard metrics should be identified so everyone can work toward the same sales targets.
Some companies choose to track primary metrics and secondary metrics. Primary metrics measure a big, overall picture. Secondary metrics show levels of success throughout the stages of selling.
An intelligent CRM can help manage and track these moving pieces in the sales process. Collective[i]'s Intelligent WritebackTM automates CRM data capture from non-CRM users, such as members of a legal team or a reseller, meaning there’s no need to manually log information to keep customer profiles up to date. The clean and enriched CRM data from Intelligent WritebackTM can inform your sales plan presentation and capture every moving piece in the funnel.
If you’re ready to boost your sales plan with AI-enabled technology, explore Collective[i]'s suite of intelligent technology.Explore Collective[i]