| Outcomes
The sales tactics that Salt develops in conjunction with your management team will detail how your sales team will deliver the agreed strategy by:
Setting individual realistic and achievable sales targets
Analysing historic conversion rates of the four-stages of a sale (i.e. First Contact, Appointment, Proposal, Close)
Identifying how to improve conversion rates across the four-stages of the sales process
Creating a conversion rate benchmark against which to assess future sales results
Establishing clear pricing parameters for each member of the team
Assessing sales incentives, motivation and support
Ensuring that the team are managing their time productively between prospects and existing customers
Ensuring that both the management and sales team are effectively communicating to pre-empt problem
Using monthly sales meetings effectively
Developing and implementing clear reporting procedures to monitor progress
Overview
The tactical plan translates the ‘what' into' how'.
This means spelling out to the sales team what the company expects of them in terms of division of time, expected conversion rates, levels of activity and results by which the sales strategy and the company's growth targets will be achieved. |
