Sales Planning: A Must for Any Business!

Sales planning on a desk

Whether you’re a startup founder, solo entrepreneur or small business owner, sales planning isn’t just a corporate buzzword- it’s your survival strategy. This blog explains it in more detail and why it is a must for you no matter your business type. Let’s dive in….

Importance of Sales Planning

After mentoring hundreds of business owners across industries, I have found one golden truth “Hope is not a strategy, but sales planning is.” It couldn’t be truer with sales and business.

You can and should step out of the hustle-and-guess game and into strategy that drives real, reliable revenue through the following key strategies.

The Basic Framework of a Sales Plan (not just a sales Goal)

You can put pen to paper or go digital with your sales plan but remember a sales plan must answer the following key questions:

·       Who are you selling to?

·       What exactly are you selling? (need a solution, not just a product)

·       How will you reach them?

·       When and where will you close the deal?

·       Why should they care?

*Clarity in these areas means power in execution. Don’t do a sales plan if you are not clear on the above!

1.    Define Your Ideal Customer Clearly

Stop trying to sell to everyone. A well-defined ideal client profile saves time and increases conversation.  ASK:

·       What keeps them up all night?

·       What transformation do they deeply desire?

·       Where do they hang out (online/offline)

  Hint- You do not need more leads. You need the right leads!

2.     Break Down Your Revenue Target

Let’s say you want to make $100K in 6 months.  If you offer a $2,500 service, you need 40 clients.  That is about 7 sales per month. Now, ask yourself:

·       How many calls do you need to make one sale?

·       How many leads do you need to make one call?

 Track those numbers.  Know your ratios.  Numbers don’t lie- they guide.

3.    Map Your Sales Funnel

Sales do not just “happen”.  They are nurtured consistently through a funnel which includes:

·       Awareness:  Who is discovering you?

·       Engagement:  Are they interacting with your brand?

·       Conversion:  Are you inviting them to buy?

Hint:  Most business owners stay stuck in awareness.  You must ask for the SALE.

4.   Create a Sales Ritual

Sales success loves routine. A routine gives you structure and a repeatable process to work with. An example comes from my top clients who consistently block time for:

·       Weekly outreach (emails, DM’s and phone calls)

·       Sales follow-ups

·       Relationship building (networking referrals)

·       Tracking results

Treat sales like you most important client. Schedule it!!!

5.   Plan Your Offers Around Buyer Psychology

Buyer psychology is all about understanding why and when people are most likely to buy and using that insight to craft and time your offer strategically. For example, when it comes to the end of financial year (EOFY) most companies if they have money to spend before this time will spend it on products and services, they need to meet their budget requirements.

 Timing matters plays a big role in both because time and time again it has been shown that people buy when:

·       They feel urgency

·       They trust the seller

·       They believe the value is 10 x the price

Hint- Stack your offers around key seasons, promotions, or emotional triggers.

Example:  business clearance sale or spend before EOFY, last minute budgets, special occasions, etc.

 Final Thoughts: 

Sales is not about pushing as some people believe. That makes you look DESPERATE. Desperate is never a good look.  Sales is simply about aligning your offer with someone’s need and showing up consistently with confidence.

I have seen many businesses go from stuck and stale to profitable and purpose driven. Not by luck but by planning!

So, get out that whiteboard, spreadsheet or notebook.  Map your path.  Sales is not a mystery – it’s a decision!

Need Help Building Your Sales Plan?

Let’s talk! I offer private mentoring and group workshops tailored to your business’s growth stage. Just Book a FREE 20-Minute Strategy Call here.