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 |
10.6 Production Release. Updated 1/17/2006 4:16:09 PM
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