How long on average does it take you to convert a customer?
Posted: Mon Dec 23, 2024 8:40 am
Knowing how to make a monthly sales plan allows you to keep a detailed record of the results obtained by the team constantly.
But why is it so important to have a monthly sales plan ?
Harvard Business Review found that 50% of high-performing sales organizations have sales processes that are “closely monitored, strictly enforced, or automated.”
That is to say, the success of a company is closely related to the strategic level of the decisions implemented.
Steps to prepare a company's monthly sales plan
A sales plan is a guide to the objectives to be achieved in the short, medium and long term in quantitative terms; with projections from one month, three months, six months and up to one year.
According to Forrester , only 48% of decisions made within an organization are based on quantitative information and analysis.
On the contrary, one of the objectives of a monthly sales plan is to facilitate strategic decision-making, as well as to provide the ability to respond quickly to adversity.
You may be interested in: How to make a business plan and what are the essential elements for success .
Below we show you 5 steps to learn how to create a monthly sales plan.
1. Create an outline
Once you have your company's annual sales plan ready , you will surely have plans to try new tactics and strategies to achieve your goals that you have never tried before.
Therefore, it is normal that you have different phases, such as:
Month 1: learning;
Month 2 to month 3: implementation;
Month 3 to month 6: improvement.
2. Define small goals
Short-term objectives must be consistent with long-term objectives, which are agreed upon for the end of the year.
For example:
Long-term goal: Increase conversions by 200% (from 1,000 to 2,000) over the next 12 months.
This long-term goal should be broken down into smaller parts that correspond to shorter periods.
Monthly goal : Increase conversions by 200% (from 83 to 166) in the next month.
It is always possible that the target set in a period will not be reached. This is why a company's monthly sales plan is so important, since by carrying out constant monitoring it will be possible to redistribute the percentages and make the necessary changes to meet the final objectives.
For example:
If only 100 conversions are achieved in a given month, instead of adding the missing conversions to the following month, you can recalculate the goal to be met during the remaining months before the end of the year.
Learn the 6 stages for proper sales and operations planning
3. Know your sales funnel
Defining a sales funnel will allow you to clearly know the necessary resources that you must allocate to meet each of your indicators.
Furthermore, knowing it by heart is vital to meeting the objectives of a monthly sales plan.
To define your monthly sales plan, keep the following in mind:
How many leads do you need to attract to get a potential client?
How many touches do you need to make to get a sale?
By clarifying this data, you will have a better understanding of how to create a monthly sales plan, as you will know not only the conversions you need to make, but also all the work involved, which should be considered in the objectives of a monthly sales plan.
For example, let's say your sales funnel looks like this:
Attraction: thousand contacts
Consideration: 250 potential customers
Conversion: 20 customers
Reaching sales objectives will not india email address list be possible if those related to the attraction and consideration stages are not first met, such as:
Attract a thousand new contacts during this month;
Generate 350 potential leads during this month,
Do you know your sales funnel well? You may be interested in: Sales pipeline: what does the customer need at the 4 stages?
4. Define your work team
An essential element in a company's monthly sales plan is to define the role of the sales force , as well as its monthly tasks and objectives to be met individually and as a team.
For example, if you need to attract a thousand contacts to reach your monthly sales goal, you ca
But why is it so important to have a monthly sales plan ?
Harvard Business Review found that 50% of high-performing sales organizations have sales processes that are “closely monitored, strictly enforced, or automated.”
That is to say, the success of a company is closely related to the strategic level of the decisions implemented.
Steps to prepare a company's monthly sales plan
A sales plan is a guide to the objectives to be achieved in the short, medium and long term in quantitative terms; with projections from one month, three months, six months and up to one year.
According to Forrester , only 48% of decisions made within an organization are based on quantitative information and analysis.
On the contrary, one of the objectives of a monthly sales plan is to facilitate strategic decision-making, as well as to provide the ability to respond quickly to adversity.
You may be interested in: How to make a business plan and what are the essential elements for success .
Below we show you 5 steps to learn how to create a monthly sales plan.
1. Create an outline
Once you have your company's annual sales plan ready , you will surely have plans to try new tactics and strategies to achieve your goals that you have never tried before.
Therefore, it is normal that you have different phases, such as:
Month 1: learning;
Month 2 to month 3: implementation;
Month 3 to month 6: improvement.
2. Define small goals
Short-term objectives must be consistent with long-term objectives, which are agreed upon for the end of the year.
For example:
Long-term goal: Increase conversions by 200% (from 1,000 to 2,000) over the next 12 months.
This long-term goal should be broken down into smaller parts that correspond to shorter periods.
Monthly goal : Increase conversions by 200% (from 83 to 166) in the next month.
It is always possible that the target set in a period will not be reached. This is why a company's monthly sales plan is so important, since by carrying out constant monitoring it will be possible to redistribute the percentages and make the necessary changes to meet the final objectives.
For example:
If only 100 conversions are achieved in a given month, instead of adding the missing conversions to the following month, you can recalculate the goal to be met during the remaining months before the end of the year.
Learn the 6 stages for proper sales and operations planning
3. Know your sales funnel
Defining a sales funnel will allow you to clearly know the necessary resources that you must allocate to meet each of your indicators.
Furthermore, knowing it by heart is vital to meeting the objectives of a monthly sales plan.
To define your monthly sales plan, keep the following in mind:
How many leads do you need to attract to get a potential client?
How many touches do you need to make to get a sale?
By clarifying this data, you will have a better understanding of how to create a monthly sales plan, as you will know not only the conversions you need to make, but also all the work involved, which should be considered in the objectives of a monthly sales plan.
For example, let's say your sales funnel looks like this:
Attraction: thousand contacts
Consideration: 250 potential customers
Conversion: 20 customers
Reaching sales objectives will not india email address list be possible if those related to the attraction and consideration stages are not first met, such as:
Attract a thousand new contacts during this month;
Generate 350 potential leads during this month,
Do you know your sales funnel well? You may be interested in: Sales pipeline: what does the customer need at the 4 stages?
4. Define your work team
An essential element in a company's monthly sales plan is to define the role of the sales force , as well as its monthly tasks and objectives to be met individually and as a team.
For example, if you need to attract a thousand contacts to reach your monthly sales goal, you ca