Check out 6 best practices for efficient strategic sales planning
Posted: Wed Jan 29, 2025 6:37 am
As an entrepreneur, you know that your business has sales as the main tool for raising funds, capable of maintaining the company's survival and competitiveness in such a competitive market, right?
With this in mind, it is essential that there is strategic sales planning that involves concepts of customer acquisition , employee training, quality of service and even promotional systems.
Continue reading the article to check out some of the best practices for carrying out efficient strategic sales planning for your business!
1. Make a consistent analysis of information
To perform a consistent analysis of information, the help of technology is always welcome. Nowadays, it is possible to count on intelligent business management systems , capable of organizing and automating various tasks, gathering relevant data, in addition to issuing detailed reports to improve decision-making.
Regardless of how you manage your information, to carry turkey whatsapp data out good strategic sales planning, it is important to gather the following information:
how much (in values) was sold;
what are the best-selling items (products or services);
who are the prospective customers;
how many customers were retained;
how many customers were lost;
what is the average ticket of your customers;
which customers are most profitable;
which products are most profitable for the business.
In addition, it is necessary to have knowledge about seasonal periods, among other characteristics that affect the performance of your business in the market, such as, for example, the forecast of economic growth, exchange rates, interest rates and any events that may influence your sales index.
Finally, you need to know how much your business costs per month to maintain. This way, you can know how much you need to earn to cover your expenses and, of course, make a profit.
2. Project future scenarios to predict your sales
After collecting consistent data, it is time to use it to project future scenarios and predict the company's sales rate. This way, it is possible to identify whether there will be increases, decreases or even stagnation.
Three scenarios are commonly defined: realistic, pessimistic and optimistic. An efficient way to achieve a coherent sales forecast is to apply the percentage of decrease or growth over sales from the same period of the previous year.
Based on this information, you must project your expected results in the period covered by your strategic sales planning , always considering the break-even point, to know whether there will be a profit or a loss.
3. Set goals
After designing future scenarios for your company's sales, it's time to define objectives and set targets for the business to achieve, based on the performance of each product or service. An interesting idea is to divide your objective into monthly, quarterly and half-yearly targets throughout the year. Then, assign personal targets to each salesperson, according to their performance, sales style and segment of activity.
4. Reallocate your resources
Is your business equipped enough to continue moving forward, even in a difficult economic environment like the current one? Consider reallocating your resources and investing in:
equipment to integrate mobility into the business, such as smartphones, tablets, computers, among others;
training and qualifications for your salespeople;
promotional materials;
digital marketing actions and campaigns .
You need to be prepared to put your strategic sales planning into action with all the resources the company can count on.
5. Implement your new sales plan
Gather your team and present your new sales plan, showing prospecting strategies, schedules, support materials and all relevant aspects for the company to grow in the coming months. It is worth remembering that, to avoid exposure, the goals of each team member should be addressed privately.
6. Manage your strategies
Now that everything is ready and your plan is in place, be sure to monitor the results on a monthly basis in order to take the necessary measures to maintain good performance. Provide feedback to the team, correct errors and, if necessary, think of new actions to implement in your strategic sales plan.
With this in mind, it is essential that there is strategic sales planning that involves concepts of customer acquisition , employee training, quality of service and even promotional systems.
Continue reading the article to check out some of the best practices for carrying out efficient strategic sales planning for your business!
1. Make a consistent analysis of information
To perform a consistent analysis of information, the help of technology is always welcome. Nowadays, it is possible to count on intelligent business management systems , capable of organizing and automating various tasks, gathering relevant data, in addition to issuing detailed reports to improve decision-making.
Regardless of how you manage your information, to carry turkey whatsapp data out good strategic sales planning, it is important to gather the following information:
how much (in values) was sold;
what are the best-selling items (products or services);
who are the prospective customers;
how many customers were retained;
how many customers were lost;
what is the average ticket of your customers;
which customers are most profitable;
which products are most profitable for the business.
In addition, it is necessary to have knowledge about seasonal periods, among other characteristics that affect the performance of your business in the market, such as, for example, the forecast of economic growth, exchange rates, interest rates and any events that may influence your sales index.
Finally, you need to know how much your business costs per month to maintain. This way, you can know how much you need to earn to cover your expenses and, of course, make a profit.
2. Project future scenarios to predict your sales
After collecting consistent data, it is time to use it to project future scenarios and predict the company's sales rate. This way, it is possible to identify whether there will be increases, decreases or even stagnation.
Three scenarios are commonly defined: realistic, pessimistic and optimistic. An efficient way to achieve a coherent sales forecast is to apply the percentage of decrease or growth over sales from the same period of the previous year.
Based on this information, you must project your expected results in the period covered by your strategic sales planning , always considering the break-even point, to know whether there will be a profit or a loss.
3. Set goals
After designing future scenarios for your company's sales, it's time to define objectives and set targets for the business to achieve, based on the performance of each product or service. An interesting idea is to divide your objective into monthly, quarterly and half-yearly targets throughout the year. Then, assign personal targets to each salesperson, according to their performance, sales style and segment of activity.
4. Reallocate your resources
Is your business equipped enough to continue moving forward, even in a difficult economic environment like the current one? Consider reallocating your resources and investing in:
equipment to integrate mobility into the business, such as smartphones, tablets, computers, among others;
training and qualifications for your salespeople;
promotional materials;
digital marketing actions and campaigns .
You need to be prepared to put your strategic sales planning into action with all the resources the company can count on.
5. Implement your new sales plan
Gather your team and present your new sales plan, showing prospecting strategies, schedules, support materials and all relevant aspects for the company to grow in the coming months. It is worth remembering that, to avoid exposure, the goals of each team member should be addressed privately.
6. Manage your strategies
Now that everything is ready and your plan is in place, be sure to monitor the results on a monthly basis in order to take the necessary measures to maintain good performance. Provide feedback to the team, correct errors and, if necessary, think of new actions to implement in your strategic sales plan.