Sales Plan

Company
Name
Main Contents of
This Plan
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Sales Plan
Template

Company Name
Address Line 1
Address Line 2
<<Company Phone>>
<<Fax>>
Email Address
Company Website

Previous Period
Revenue
Unit sales by product
type
No of customers
Average order value
Geographic breakdown
Revenue by
month/quarter
New business revenue

Exactly how much you generated. Dont forget credit

notes, bad debts and deferred payments
Which products sell best? Are they continuing to grow?
Do the 80:20 rules apply? How reliant are you on a small
number of customers?
Is this changing?
A breakdown by sales territory. Which territories
generate most/least?
Are there trends, when are the weak strong periods
What proportion of business is new?

Renewal and existing

business

What is your retention/renewal rate? Is this

increasing/decreasing? How much churn

Customer groups by
industries
Market size

Who and where are your customers?

Market Share

Best broken down by product. Which products are Stars,

Cash Cows, and Dogs?
What trends can you foresee?

Changes in the market

now? Future trends?
What factors are
influencing growth or
decline in your industry?

Market Analysis

Is the market growing

What Political, Economic, Social and Technological

factors are impacting on your industry?

Competitor Analysis
Market
players/competition.
Competitive advantages
of current players.
Strengths, Weaknesses,
Opportunities and
Threats
Statement of overall

Sales Plan
Template

Sales Goals Revenue

Revenue goals
Revenue by product
type
Revenue by customer
type
Revenue by territory
Existing clients
New business

Break this
change
Break this
change
Break this
change
Break this
change
Break this
change
Break this

down by month/quarter and express as %

down by month/quarter and express as %
down by month/quarter and express as %
down by month/quarter and express as %
down by month/quarter and express as %
down by month/quarter and express as %

Sales Goals

Market share goals

Unit sales by product
type
No of new customers
No of new customers

Express as overall market share required and as %

change
Number and % change
Number and % change
Number and % change

Overall Sales Positioning Plan

New business
acquisition strategies

New business
acquisition tactics
Existing business growth
strategies
Existing business growth
tactics
Territ
Tot
Statement
ory
alof overall
1
2
competitive strategy
Staff
requirements
Pricing
strategies
1
2
3
Competencies
4
Milestones
5 resource
Other
Trade Shows
requirements
6
Briefing
Key
salesand
events
7
communicating
Key
8sales activities
Monitoring

Overall strategy. Try to express it in one or two

sentences. New business growth will come from two
principle areas: China and sales of product X in the
semiconductor industry
Specific new business activities. For example lead
acquisition, contact targets, sales promotion etc
Again express this in a sentence or two. Existing
business growth will be achieved by selling enhanced
customized services as part of the renewal program.
Timings, activities, sales promotion etc.

Month

How will you position yourself versus your competitors?

Resources
3
4
5and6Staffing
7
8
9
10
11
12
This
can
be
calculated
by
forecasting
the
total
number
of
Low cost/high volume? Increase yield per customer? Etc.
sales contacts you require to meet your target and
dividing this by the average contact rate for each
salesperson.
Sales Activity Plan
How well equipped is your team to sell this way? What
Key dates in your calendar. It is probably best to align
needs to be changed or improved?
this
with the
trends temporary
in sales. help etc.
Training,
literature,
Which shows , when, objectives for each event

Sales Plan
Template

How do
you planmarketing
to communicate
theetc
plan
Sales
meetings,
meetings
When
be produced,
other marketing
When will
andliterature
how will you
monitor activities
and results
activities, sales promotion activities