CHAPTER 9

Developing and Implementing Sales Plans

If you don’t know where you are going, any road will get you there.

—Lewis Carroll

What is a Strategic Sales Plan?

A strategic sales plan is your roadmap, in fact there is a good change that you already have a sales plan that could be formal or informal in your mind, on a to-do list, or your budgets and targets. Regardless of the type of plan, the goal is still the same, to convert your ideas and intentions into actions. Sales plans help turn professionals into rain makers and drive new business growth.

Planning can be divided into two parts: strategic, focusing on the future direction of the business and its environment, and tactical, focusing on the short-term time frame of one year.

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