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Sales Department Management Plan (Model)
Management Plan
Name
Owner
Sales Department Management Plan
(Model)
Parent
Performance Plan
Senior Executive Manager
Plan Period
2014
Plan Status
Model
Performance Plan Elements
Go to Market
Strategy
It specifies an approach and strategy for prospecting and sales management, to achieve revenue
objectives by defining and executing a team based systematic and repeatable sales process that
maximizes direct customer and channel revenues while fostering an ongoing development of
sales selling skills.
Primary Objectives
1. Define Business Market – Use common tools for intelligent research, targeting and account
pursuit and to match resources, personnel, and skills to sales penetration events and strategies.
2. Develop Sales Team – Assign sales and support teams with specific objective based sales
plans and corresponding actions and deliverables.
3. Outline Sales Process - Establish a selling methodology based on repeatable processes using
existing human and financial resources.
4. Manage Sales Force Productivity Performance – Assign sales and support teams with specific
goal based actions, measurements, and deliverables to ensure continual sales pipeline
development.
Risks & Challenges
Opportunities, Risks & Challenges
• Can research and sales pursuit tools be leveraged to establish an effective, process based
selling methodology?
o Examples - Salesforce.com, Data.com, LinkedIn, Inside View, First Rain, Discover.Org, etc.
• Can uncertainty be avoided in the selling process by rapidly gaining access to the decision
maker(s) with clear, action-based messaging?
o Align products and services with likely buyers or sales channels.
o Standardize outreach and selling collateral.
o Intelligently apply all resources (technical and marketing) to the sales life cycle.
o Keeping control territory management and account development.
o Clearly defining the true stages of a sale and forecasting properly.
Events &
Milestones
• Revenue milestones
• Customer milestones
• Relationship milestones
• Process improvement/integration milestones
Performance Scorecard
Plan Revenue
Target
Sales YTD
$20,000,000
$1,300,324
% Goal Attained
6.50%
Primary (My) Performance Objectives
Define Business Market
Use tools for intelligent research, account targeting for assignment and pursuit. Then match
Description resources, personnel and sales skills to sales penetration events and identify gaps in the
above as soon as possible.
Performance Perspective Managing Demand Generation
Status On Schedule
Target Goal 1
Active Measure 1
Performance Result 1
% Goal Attained 1
Develop Sales Process
Description
Establish a selling methodology based on repeatable processes using existing and
budgeted resources.
Performance Perspective Managing Best Practices; Managing People & Teams
Status On Schedule
Target Goal 1
Active Measure 1
Performance Result 1
% Goal Attained 1
Develop Sales Team
Description Assign sales and support teams with specific plans, actions and deliverables.
Performance Perspective Managing Employee Contribution; Managing People & Teams
Status On Schedule
Target Goal 1
Active Measure 1
Performance Result 1
% Goal Attained 1
Managing Sales Force Productivity Performance
Description
Assign sales and support teams with specific management actions and deliverables to
ensure continual sales pipeline development.
Performance Perspective Managing Best Practices; Managing Demand Generation; Managing People & Teams
Status On Schedule
Target Goal 1
Active Measure 1
Performance Result 1
% Goal Attained 1
Related Supporting Goals
Business Market Research
Review team and individual selling histories to identify key wins and indicators of past
success.
Remarks Examine types of buyers (from wins) and market segments from where they originate
to establish a baseline profile of pursuit targets for assignment.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Define Business Market
Buyer and Seller Profile
Define a “buyer profile” to guide the direction and execution of sales pursuits – i.e.
who actually uses the product or service and who is a decision maker for the
Remarks
purchase (not necessarily the same person). Identify decision makers, influencers.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Define Business Market
Market Engagement
With the intelligence developed above, use a data acquisition tool (InsideView, First
Remarks Rain, Data.com, etc.) to establish the initial pursuit targets and buyer types (contacts
and titles), including upsell opportunities in existing accounts, for assignment.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Define Business Market
Sales Development Metrics
Remarks Add your specific sales goal here.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Develop Sales Team
Sales Development Planning
Establish 2014 headcount growth objectives.
Establish actual 30/60/90 day plans for new hires.
Remarks Establish and manage to sales plans for seasoned sales reps in years 1, 2 and 3.
Establish reporting and meeting protocols: Weekly progress reviews.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Develop Sales Team
Sales Development Training
Focus on skills development with topics ranging from product knowledge, adaption of
Remarks selling tools to demonstration and closing skills. Begin with setting objectives then
determining appropriate measurements. (Add your specific training goals here.)
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Develop Sales Team
Establish Hiring Profiles and Staffing Levels
Develop position descriptions for all roles in sales.
Remarks Publish and recruit with a goal of having ready replacements or new hires when the
business grows or needs change.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Develop Sales Team
Standardize Outreach
Selling & calling scripts.
Selling collateral (you will need marketing support).
Proposal materials.
Remarks
RFP response materials and proper assignment of material generation (you will need
marketing support).
Lead gen and capture into Salesforce.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Develop Sales Process
Mirror sales stages in the CRM system
Remarks
These stages could be comprised of Research, Discovery, First contact, Needs
analysis, First meeting, Proposal, Negotiation, Win Loss, No decision
Status Behind Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Develop Sales Process
Territory and account portfolio management
Establish pursuit portfolios based on buyer and seller profiles.
Remarks Define assignment guidelines for portfolios/territories.
Assign initial pursuit targets and monitor outreach efforts via a defined process.
Establish procedures forward.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Develop Sales Process
Sales Pipeline Engagement & Communications
Establish a set schedule to communicate with sales pipeline prospects and existing
channels to ensure top of mind executive mind share. Develop a channel specific
Remarks
business plan for each major channel and upsell customer to ensure systematic
process.
Status On Schedule
Target Goal 1
Performance Measure 1
Performance Result 1
% Goal Attained 1
Related Performance Objective Managing Sales Force Productivity Performance
Related Management Plans
Regional Sales Manager Plan 1
Owner Last Name Senior Manager
Plan Period 2014
Plan Status Model
Plan Revenue Target $18,000,000
Sales YTD $0
% Goal Attained 0.00
Open Activities
Quarterly Business Review with CEO of progress to plan.
Name
Task
Due Date 7/21/2014 2:00 PM
Status
Priority
Assigned To Senior Executive Manager
As the name implies, this is your time to review, with your senior management, the progress your
organization achieved during the previous quarter.
If you've put in place a disciplined, structured annual budgeting and goal-setting process - which you
should - this is your opportunity to take a look at how the year is shaking out, versus what you had
planned. You've taken the time and made the effort to plan for success for this year, and now you are in a
position to get some feedback as to how things are going. The idea here is to spend a few hours to
gauge the performance of the company and identify any potential issues so that management can
Comments
address them in a timely fashion.
What should you expect from this process?
1. an understanding of how the company is performing versus the plan for the year
2. an updated perspective on trends in your market
3. identification of any critical issues
4. at the end, a concise action plan to address any of the identified issues, including scheduled follow-up
and identifying members of management responsible for executing the plan