{"id":7886,"date":"2011-08-01T18:00:44","date_gmt":"2011-08-01T18:00:44","guid":{"rendered":"http:\/\/www.matthew-j-smith.com\/?p=7886"},"modified":"2014-10-06T01:42:13","modified_gmt":"2014-10-06T01:42:13","slug":"the-complete-b2b-sales-planning-outline-and-its-less-than-300-words","status":"publish","type":"post","link":"https:\/\/www.matthew-j-smith.com\/?p=7886","title":{"rendered":"The Complete B2B Sales Planning Outline\u2026 And It&#8217;s Less Than 300 Words"},"content":{"rendered":"<p>Sales Leaders are rapidly approaching the time to begin 2012 sales planning and budgeting.\u00a0 Their goal of course is to put on paper how their team will make next year\u2019s revenue target.<\/p>\n<p>Are you ready to start your sales plan but need a refresher on some of the critical sections?\u00a0 Here are the areas we recommend you include to make sure the important categories are covered.<\/p>\n<ul>\n<li><strong>Markets<\/strong> \u2013 Which geographies, verticals, sectors, MSA\u2019s, etc. will you be targeting?<\/li>\n<li><strong>Sales Model<\/strong> \u2013 How will your sales team be structured?\u00a0 Common models include direct, indirect, alliance, hunter\/farmer, inside, outside, etc.\u00a0 What is the compensation structure for all bonus-eligible sales resources?<\/li>\n<li><strong>Sales Metrics<\/strong> \u2013 What is your team quota?\u00a0 How will it be allocated? Do you have enough sales people to reach your revenue goal?\u00a0 How much pipeline must each rep manage to achieve their individual quotas? What are your sales effectiveness targets?<em> (Hint\u2026 you have to at least know your win rate and average deal size to answer these questions).<\/em><\/li>\n<li><strong>Targets<\/strong> \u2013 Specifically what companies (by name) are you selling to and how are they segmented or prioritized? You can\u2019t just say Fortune 500.\u00a0 List them, rank them and assign them to the sales team(s)s.<\/li>\n<li><strong>Lead Creation<\/strong> \u2013 Do you know how many leads you need to fill your sales pipeline?\u00a0 What is your lead creation process to identify lead names and titles within your targeted prospects?\u00a0 Do you have a process in place to message, track, score, nurture and qualify leads? <em>(Hint\u2026 Marketing Automation)!<\/em><\/li>\n<li><strong>Sales Process<\/strong> \u2013 <em>Who<\/em> does <em>what<\/em> to win new business and how are they held accountable?\u00a0 This includes things such as target account planning, lead qualification, opportunity reviews, pipeline analysis, solution \/ proposal development, win-loss reviews, etc.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Sales Leaders are rapidly approaching the time to begin 2012 sales planning and budgeting.\u00a0 Their goal of course is to [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[36],"tags":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7886"}],"collection":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=7886"}],"version-history":[{"count":2,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7886\/revisions"}],"predecessor-version":[{"id":8195,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7886\/revisions\/8195"}],"wp:attachment":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=7886"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=7886"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=7886"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}