Sales Plan

A sales plan is a tactical, detailed description of how to achieve the sales objectives specified in the marketing plan. A Strategic Dynamics sales plan includes at least the following:

• Sales forecast — e.g., total; by product, area and/or region; by sales representative; by channel member; by month; etc.
• Size and organizational structure of the sales force
• Geographical location, size and potential of sales territories
• Hiring, staffing and retention methodology
• Job descriptions
• Compensation/incentive plan
• Employee-recognition programs/awards
• Sales training, mentoring and coaching
• Opportunity identification, opportunity management and large-account management plan
• Lead-management system
• Trade show selling activities
• Channel-partner strategy
• Channel-partner agreements
• Pricing, terms and conditions of sale
• Sales-promotion activities
• Sales playbook
• Sales-reporting methodology
• Technology plan to measure and improve sales-force effectiveness