Producer Sales Plan - A Living Document

Successful sales organizations know that consistent financial results are achieved through strategic sales planning, first at the enterprise level and then at the individual producer level. The enterprise strategic sales plan centers on organizational, operational and people issues.

The planning process tests the enterprise value proposition with an objective assessment of organizational strengths, weaknesses, opportunities and threats. Quantifiable strategic and financial goals are established and prioritized. Plan implementation includes clear communication, action steps, timelines, measurement and accountability.

Producers are asked to prepare individual sales plans. It is essential that individual producer plans align with the enterprise strategic vision and value proposition. In the aggregate, the individual plans support the overall financial goal.

The individual producer sales planning process is an important step in the achievement of consistent financial results. Often there is procrastination then a last minute push to meet deadlines resulting in little or no challenge to plan content. Plans are then filed away and the producer continues doing business without the focus and discipline required for success.

Quick Facts:

• Nearly 50% of producers miss their revenue goal
• Over 80% of all sales leads are never pursued by producers
• 50% of producers don.t follow up on prospects after the first contact
• Over 80% of firms don.t have a formalized sales management process

A well conceived producer sales plan serves as a living document guiding producer activity with focus and discipline throughout the year. The plan is an excellent tool for the manager charged with coaching the producer.

Producer Sales Plan content varies, however some key elements include:

• Executive Summary
• Current Sales in Process
• Target Prospects
• Centers of Influence
• Personal Sales Activity
• Personal Financial Goals

At InStrategy Group, we first listen to our client to thoroughly understand organizational culture, mission and vision. Working collaboratively with our client, we create an environment and design a process to develop effective producer sales plans that drive desired behaviors resulting in revenue goal achievement.

Key to the success of this process is on-going coaching to guide and maintain producer focus and discipline.

Successful producers:

• maintain consistent levels of prospecting activity
• eliminate distractions
• build powerful centers of influence
• have dedicated selling days
• diligently qualify prospects
• engage team resources to close deals

A producer is really working only when prospecting, presenting and closing.everything else is support activity.

With years of front line leadership experience, at InStrategy Group we understand the importance of producer activity, focus, discipline, measurement and accountability. The benefit to our client is a consistent financial result and a sustainable sales culture embedded within the fabric of their enterprise.

For more information on how to refine your organizations sales planning practices, visit us at instrategygroup.com or call us at 704.843.3207.

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