“The connecting point between Executive Management and Sales”
Use your Sales Plan as a valuable written document that should keep alignment between Corporate [CEO & Executive Team] and the Sales Team. This commitment from sales will be a cornerstone for the CEO to plan the company's success for the year.
Beyond revenue, there are numerous other factors that need to be addressed because they impact the success of the Sales Plan:
- Company Vision: Define where the company wants to be in a three-year time period so Sales can sell tactically and think strategically for a longer range perspective of success.
- Culture: The style and attitude that are expected to be an everyday part of your internal and external business behavior.
- Resources/Organization: What are the special skills in your company that will support the sales efforts? What are the roles and responsibilities of various management members who will interface with the sales organization?
- Time to Success: Define the time periods you have to achieve specific milestones that have major impact to the company.
- Business Decision Process: Define the processes and the people involved in making decisions for any and all issues that impact the customer.
- Product Management: Designate the interface for sales to determine product functionality, extended capability and customizations.
- Performance Measurements: What are the agreed upon measurements and status reports that will be used to evaluate the progress and the results of the Sales Organization.