Every sales person I talk to says that they have a Plan. Most will even reel it off for me when I ask.
The Problem at its Core, the Definition of “Plan” for a Sales Professional.
The Key is that a Plan for a Sales Professional has to contain some Important Elements:
- Goals: What do you plan to in a Designated Time Period. Could be a Year, Could be longer, but the Goals need to include at least 3 Elements:
- Relationship Management – how you will Advance yourself by Improving your Relationships with Customers, Partners, Team Mates, Management – Could be a variety of different types, but it has to be done
- Roadmap to Revenue – how you plan to generate Revenue for the Entity you are selling and yourself
- Customer Success – if you plan to be a True Sales Professional, you have to consider this to be part of your process.
- Objectives: How you will get to your goals – A Series of Action Items in an organized time bound Manner. Objectives need to follow the SMART Steps: Specific, Measurable, Attainable, Realistic and Time Bound
- Actions: Where Sales People start – Life is a series of Action Items
The key is that Plan needs to be Built Top Down and Executed Bottom up
If you don’t do this, you will end up “Doing” a lot. What I see is very busy people in Sales, but they don’t tie their Actions to the Higher Level Objectives then Goals.
This is a very important aspect of being a Professional Seller. Do it and you will keep organized over a longer period of time, and Know that you Actions are NOT being done to “Check A Box.”