How do you create a sales plan?


Quick Answer

Create a sales plan by setting sales goals, developing objectives based on those goals, learning about the company's target customers, and developing a plan to sell the product or service to those customers. A good sales plan addresses both short- and long-term sales goals, and must take into account competing businesses that offer the same product or service.

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Full Answer

Begin the sales plan with an executive summary which includes information about the company, the products or services they sell, what sets it apart from other businesses in the industry, and how the business will succeed in the short- and long-term. Include financial projections for the next few years.

Set an overall goal for the sales plan, such as increasing sales by 20 percent in the next 12 months. Outline smaller sales objectives that will help the business realize this goal.

Dedicate one section of the sales plan to market research. Include information about the characteristics and size of the target market, along with the company's market share. Identify competing businesses, and analyze their quality, prices, marketing campaigns and competitive advantages.

Create a budget to better understand the financial resources needed to meet sales goals. Include labor, advertising, supplies, and travel costs in the budget.

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