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So... What's your Plan?
Welcome to the First Quarter.. A wonderful time of renewal and fresh starts. It is also that time when we have hit that giant reset button. We have all started at zero, and have the number to hit in front of us. So, what is your plan to hit that number this year? How is your team going to create a strategy to take advantage of an improving economy? How are you going to upsell and cross sell this year so that you increase not just market share, but share of customer? 
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Change the conversation!
The hardest thing we have to deal with as Sales professionals is being able to focus our limited time and resources on the right accounts, opportunities, and people. Your team can now build a plan that helps them focus, plan, create strategy, and have better conversations with their sales managers. It is Q1... you are probably asking for a business plan and key account plans. Give your team the tools to create them in a standard way and inside Salesforce.com!
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Fill the Pipeline!
Sales is changing, are you and your team changing with it? It used to drive me nuts that my team would be so busy finishing the Q4 business, that they forgot Q1 would still happen. I called it "draining the swamp". Make sure the funnel is full for the fourth quarter and be ready to sell January 4, 2010 with a full pipeline of new business. We have created a workshop to help you stuff the pipeline for Q1.
Account Planning in Salesforce.com
Do your sales people have key accounts or big deals?
Create an Account Strategy for your top Accounts and target prospects. Enable your sales people to plan a sales campaign that can
increase deal size, average deal size, and new customer acquisition. Make use of the Sales 2.0 technologies you have already bought.
- Create strategy at the Account, Opportunity, and Relationship level
- Standardize account planning across the team and company
- Manage larger deals with strategies and plans inside Salesforce
Territory Strategy for Salesforce.com
Does Salesforce.com help your sales people build a territory Sales Plan? Now it can!
Territory Plan pro for Salesforce is an integrated application for the creation of a territory strategy and plan for your sales people. This application will walk the sales people through the process and allow them to assign tasks and choose accounts and opportunities for their plan and build a path toward quota attainment.
Instead of planning being a quarterly event that is forgotten, now that plan is available and top of mind daily as a tab in SFDC. Just as useful for a vertical rep, Territory Plan Pro can provide the focus needed to achieve the sales goals assigned by management.
- Standardize the Territory Planning process for your team
- Build a strategy based on the Geography or vertical
- Submit plans to the manager for review using workflows
Free Sales Toolkit
Plan 2 Win has several tools that are both free and can be effective for sales people. Check out Pre-Call planning for Salesforce.com. This is a small app that adds some planning capability to the Tasks and Events in the Activities section of SFDC.
Check out the Free Sales Planning Tool kit. This download has (2) desktop Windows planning applications, (2) “How To” White Papers on Territory and Key Account Planning, and (2) spreadsheets for manual planning.
Free 30 Day Trial of Salesforce.com!
