Planning is one of the most important aspects of the sales process. To some, this comes as a self-evident assertion; yet to many, sales planning is a facet of the sales role that either happens on the fly, or not at all.
Honing your sales planning and strategising techniques will help you stay in tune with rapidly changing market places, softening economies and an increasingly savvy client audience. And while the concept of planning involves staying abreast of the tools technology has to offer, remember: there’s nothing wrong with the good old paper and pen.
Simple jobs like taking notes in proposal meetings will not only enhance your sales skills, but will tighten the bonds of a customer relationship. Of course, sales planning involves much more than this, and teamwork is crucial in your organisation. Strategising and budgeting should be a wide-ranging operation that brings in all key players in your business. Continually ask yourself and your team the key questions underpinning your goals, and use that data to chop, change and perfect your aims and methods.
The material in this book aims to help you gain a better comprehension of the elements involved in good, thoughtful, proactive sales planning. You’ll learn useful tips for everything from formulating a winning sales proposal to thoroughly dissecting your competition. We hope you’ll come to understand that you are part of an enterprising, progressive industry that is changing the world for
Remember: everybody lives by selling something.
We hope you enjoy this ebook.