4 Questions for Building a Powerful Sales Plan
Ok, so last week I looked at 2 Things That Keep You Out of a Sales Crisis. This week let’s look at what you need to keep from CREATING as sales and marketing crisis.
Sometime ago I wrote an article where I showed you how to calculate your company’s operational capacity. This is a critical metric to understand before you build a sales plan. If you don’t know how much you have to sell, you can sell too much which will cause MAJOR delivery problems.
Once you understand how much capacity you have to sell, it’s easy to determine how many sales you need to make to sell that excess capacity. This again is simple arithmetic. What is the average revenue per sale? Divide this into your maximum your excess revenue capacity and you’ll know how many deals you need to close.
Now you can look at how may leads you need to close those deals. This comes from your lead count and how many of those become quotes or proposals. If you’re not tracking this you should be. I recommend just a simple weekly tick sheet to get started, or go back through your CRM system to see when leads were entered.
You should be keeping track of where leads came from (marketing campaigns).Having this information now will tell you what you what campaigns to increase to generate more leads.
I find most small businesses don’t do a good job of tracking at this level. Until they do they will never be able to predict their revenue and make proactive decisions about growing their topline.
What I just quickly laid out for you here is how to tune revenue engine. You can make it more complicated but why? Building a powerful sales plan is simple. You just need to ask the right 4 questions:
- How much do you have to sell?
- How many deals will it take to sell it all?
- How many more leads do you need to find the deals?
- What marketing tactics will you increase to generate the leads you need?
If you can’t get this figured out quickly for your business? I recommend a Revenue Engine Performance Checkup. It’s FREE and will put you on the right path to creating a powerful sales plan to increase you topline revenue!