Do You Have Plans for This Week?

By Matthew Parker

The following post was originally published by Printing Impressions. To read more of their content, subscribe to their newsletter, Today on PIWorld.

If you don’t have a sales plan for this week, you have a problem

How do you know that you are on track to make the sales that you need? How do you know that you will be carrying out the right activity? And how will you ensure that you aren’t distracted by all the “stuff” that comes up in everyday business?

Sales planning should be a simple process

I recommend creating 12-week sales projects. This gives you a goal to achieve relatively quickly. It will keep you focused. And you can see results quickly as well.

To create a 12-week sales plan, set out a detailed sales goal. Then break down the sales journey that you take prospects on and work out the numbers for each stage. For example, if you want three new clients and you have a 50% success rate at the final stage then you need six prospects at this point. How many prospects will you need at the beginning of this process in order to get the final six?

Soon you’ll be able to work out what you need to do every week to achieve the right result in week 12.

Remember, the sales plan is only part of your daily activities

The whole point of a good sales plan is to keep you focused on new business. But you should also carry on with all the other daily sales activities as well. You can achieve a sales plan in just a few hours a week.

Learn more about creating 12-week sales plans

In “How To Succeed At Print Sales” you learn my step-by-step program for making sales plans that work.

Test out how effective you are at print sales

Download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at https://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. It’s free and you can unsubscribe at any time.

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Matthew Parker Author's page

Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.

Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."