sales action plan
TRANSCRIPT
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SALES ACTION PLAN
SALVATORE BIANCO
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30 DAY PLAN • MEET WITH INTERNAL TEAM MEMBERS
• SET EXPECTATIONS WITH SALES TEAM
• UNDERSTAND FINANCIALS OVERALL AND BY AREA • FOCUS ON ANY AREAS THAT ARE LAGGING ON PRICE AND VOLUME
• REVIEW AND UNDERSTAND COST RELATED TO PRICING FOR MAJOR CUSTOMERS
• CONTINUE SEAMLESS INTEGRATION IDENTIFY AND INTRODUCE MYSELF TO DECISION MAKERS OF TOP CUSTOMERS
• UNDERSTAND 90 DAY OPPS IN PLAY THAT NEED IMMEDIATE ATTENTION
• SALESFORCE REVIEW FOR 90 DAY ACTION PLAN
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60 DAY PLAN
• CONTINUE TO FINE TUNE PIPELINE KNOWLEDGE AND OPPORTUNITIES
• TRAVEL TO MEET DECISION MAKERS AND THEIR TEAM
• PERFORM SWOT ANALYSIS – TO AID IN BUILDING STRATEGY
• RESEARCH AND UNDERSTAND CURRENT MARGIN AND BEHAVIOR ON KEY CUSTOMERS
• IMPLEMENT SALES AGENDA FOR FRIDAY SALES MEETINGS
• PROPOSAL – ACCURATE AND TARGETED FOR ALL MAJOR PRESENTATIONS
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90+DAY PLAN
• WHO NEEDS FOCUS TO INCREASE SALES? • ARE WE CROSS SELLING AT EVERY MEETING? DO ALL OF OUR CUSTOMERS KNOW ABOUT OUR CAPABILITIES? • ASK QUESTIONS – DON’T ASSUME WE KNOW THE ANSWERS EVEN THOUGH WE HAVE WORKED WITH THEM FOR YEARS!
• WHAT CUSTOMERS/JOBS ARE IN JEOPARDY?
• BUILD CALENDAR FOR 2017 WITH MARKETING
• PERFORM SWOT ANALYSIS – TO AID IN BUILDING STRATEGY • PEOPLE – TOOLS – GEOGRAPHIC AREAS • BUILD STRATEGY INCORPORATING BUDGET –QUOTAS- CUSTOMER NEEDS/WANTS