- Planning is always a key factor in any successful business, especially when helping to develop successful sales campaigns. This nearly always includes the setting of specific Goals and Objectives for sales – i.e. what are my aims (Goal) and what key elements must I address (Objectives) to help me achieve these aims?
- Organising Resources – part of the sales planning process concerns the organisation and application of resources. For example, your sales people, support staff, marketing (product, social, PR, etc.), development resources, the use of technology, CRM tools and so on.
- Controlling the sales process is significantly important – and this where many sales organisations fall short, or sometimes fail completely. Forecasting, managing and controlling sales campaigns, managing pipeline and target achievement. All these elements fall under the Control processes and disciplines.
The sales and deal analysis tool we use as part of the Plan, Organise & Control process is called Strategic Opportunity Analysis, or SOA. You can review more about the SOA elsewhere on this site.