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Tips for planning action plans

Action plan example: Sales action plan

This example shows a possible action plan for selling a new product to existing customers. First, we define the stages of the plan:

Stage

Description

Win Probability

Change Status to

Qualification

Process to qualify prospect

0%

Relationship Building

Relationship Building

Calls and customer visit

0%

IT Briefing

IT Briefing

Customer visit

25%

Custom Demonstration

Custom Demonstration

Present a customized demo to staff

25%

Executive Meeting

Executive Meeting

Address executive issues

25%

Web Strategy Meeting

Web Strategy Meeting

Present web strategy

25%

Competitive Review

Competitive Review

Review and discuss product vs. competition

50%

Proposal Presentation

Proposal Presentation

Prepare and present proposal

75%

Contracting Process

Contracting Process

Confirmation of award

100%

Complete

Next, we define the tasks for each stage:

Stage

Task

Description

Owner

Day

Duration

Qualification

Initial Overview Meeting

Review of Information Process

Sales Manager

0

1

Prospect Profile

Complete profile

Sales Rep

0

1

Evaluation Plan

Complete and distribute plan

Sales Manager

1

1

Process Signoff

Letter confirming mutual interest.

Sales Manager

2

1

Relationship Building

Questionnaire

Call prospect and ask questions about organization needs

Sales Rep

3

1

Pre-demo Survey

Complete survey

Application Engineer

4

1

Pre-meeting Checklist

Complete checklist

Sales Rep

4

1

Customer Visit

Local on-site customer visit

Sales Rep

5

1

IT Briefing

IT Preparation

Prepare for IT briefing

Product Manager

7

2

IT Briefing

IT and Product Management briefing

Present Buy or Build concept

Product Manager

9

1

Custom Demonstration

Prepare Demo

Customize demo to prospect

Sales Rep

10

2

Custom Demo Meeting

Present solution to staff

Sales Rep

12

1

Executive Meeting

White paper

Present white paper to execs

Sales Manager

14

1

Executive Briefing

Meet with executives

Sales Manager

16

1

Web Strategy Meeting

Prepare Web Strategy

Prepare presentation for meeting

Sales Rep

12

2

Web Meeting

Present web strategy to staff + IT

Sales Rep

14

1

Competitive Review

Competitive Review

Read recent competitive information

Prepare for discussion

Sales Rep

13

1

Competitive Meeting

Meet with decision maker to discuss advantages of product

Sales Rep

14

1

Proposal Presentation

ROI Analysis

Prepare analysis

Sales Rep

17

1

Proposal Prep

Prepare proposal

Sales Rep

15

3

Proposal Presentation Prep

Prepare presentation

Sales Rep

17

1

Proposal Review

Onsite proposal review meeting

Sales Rep

18

1

Proposal Follow-up

Answer outstanding questions, contact participants

Sales Rep

19

3

Contracting Process

Legal Review

Prepare legal documents

Counsel

17

2

Win

Confirmation and signing of documents

Sales Rep

22

1

See Also

Building action plans

Concepts and Terms: Action plans

Mapping action plans


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