Business Plans For Sales Reps

If your company is large and covers many territories, break down the marketing strategy section by territory. The strategy is your overall plan, and the tactics are the specific actions you'll take in order to achieve your strategy.

For example, a strategy might be to increase new customers in a certain territory by 20 percent during the first quarter of the fiscal year, and one of the tactics to accomplish that might be to add an additional salesperson to that territory in order to more effectively identify prospective customers.

In order to sell to your clients, your sales representatives need to know why clients should buy from you.

Develop a sales message that emphasizes the benefits of your product over the competition and gives a compelling argument as to why your product should be the one your clients choose.

It can be a mass mailing through standard mail, a mass email, or advertisements in local publications.

Ask your sales representatives to begin making phone calls based on the response you receive from canvassing.

If the competition offers benefits to the target market that you do not, it's important to identify those benefits and plan how to either change your product or service accordingly or devise a marketing and sales strategy that will rise above those challenges. Include sales projections month by month for at least one year, and preferably for two or three.

Use historical data as a basis to project sales of an existing product or service.

Begin the process of canvassing the sales territory to find interested clients.

Canvassing means reaching out to the entire target audience to determine who is interested in your product.


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