1. Why...
Corporate Sales Planning is a scientific method for approaching clients
to ensure maximum outcome from the sales efforts
 Help management to approach clients with pre budged Plans and
Strategies

2. Planning…….
• Sales Plan: Prepare a Plan after Portfolio Analysis of your available
offerings based on Demand (Created or Available) and Market Trends
• Marketing Plan: Prepare a plan in Sync to support Sales Plan
Closers/ Order
Suspecting Prospecting Analyzing Negotiation
Booking
Sales Methodology : SPANCO

3. Tools...
Prepare Sales Growth Plan and Convert into estimated leads to Close
Permutation
for achieving
Total no of
S. Business FY11- FY12- Required Mode of Revenue Avg. annual target 30%
clients need to
No Line 12 13 Growth Addition revenue per client addition
add
during the
year
1
2
3
4
5
Total Leads
to Close

4. Tools...
Prepare Action Points, delegate to team with timelines
S.No Action Points Understanding Action Holder Actions Timelines

5. Tools...
Prepare Sales Growth Plan and Convert into estimated leads to Close
Lead Management High Priority = Business Lines
Expected
Lead Mode Present Status Required Status Conversion Ratio in %
Status
Cold Call 54 180 414
Reference 100 334 184 High Low
22
Website/ Telephone 30 100 50 Priority Priority
Total 184 614 614
Required No. of Cold Callers 9
High Low
Total Leads by one cold caller in a Year 45 Value Value
Total Leads in a Year by No of Cold Closers
414 135
Callers Required
No of meetings required to close leads
540
in a Year High Value > or = revenue as per
No of meetings possible by one
90
resource in a Year
Resources required for Meetings 6
No of Follow-ups and coordination by
one Resource to prospective client in a 50 Name of BD Key Responsibility
Week HPHV
Total resources required for followup •HPLV:
11 HPHV/HPLV
(directly proportional to time) •LPHV:
Total No of proposal required to •LPLV:
414
prepare
Total No of Presentation need to share 414 • Coordination and support to
Partners/ other locations BD in
Total Manpower Required 11 similar way, they must have a
Back end support for communication of process to fo
Present Strength RFP/Proposal/ PPT/ once we freeze the process
Responses/ Coordination

6. Tools...
Prepare Business Track Sheet, Delegate Clear Roles if Multiple Peoples
are Involved in one lead
Source,
R=
Refere
Mana
nce, Estima
geme Closer
C= ted
Demo, nt/ Proposed Priority Status/
S.N Project Start Relations Follow Busine Action Cold Annual
Company ppt, Team SOW Activity Status Action/Upda / Value Month
O Code Date hip Up ss Line Taken Call, Reven
Proposal : te Status of
W= ue
Visite Closer
Websit (lacs)
d
e/
Telecal
l
1
2
3
4
Ensure Weekly Reviews for In Progress Prospects and Prepare Closer Strategies with Team

7. Tools...
Prepare Closer Reports , Motivate Teams with Rewards and Recognitions
S. No. (Project BD Client Cost Project Start Date/ Estimated Annual Validated By
Code) Name Name Centre Manager Month Billing (Business Head)

8. Thank You...
For Free Details/ help Please Contact kapilhimanshu@gmail.com
Or visit me on http://in.linkedin.com/in/himanshukapil