To enter into a battle without a plan is the height of stupidity and arrogance. Such generals should be put to death for they risk the lives of their warriors…”

Sun Tzu, Chinese Military General, circa 2500BC

In all my years of business development management and consulting, probably the greatest challenge I experience is getting sales teams to invest the proper time and effort in planning. All too often it is neglected or not treated with the seriousness it deserves. And sadly, those who do plan often overcomplicate the process.

I am a firm believer in keeping things simple. Whether it’s a strategic business plan, a marketing plan, a sales plan for a territory, or an individual’s sales plan – it should be short, sharp and to the point.

Your sales plan should detail the how you are going to retain and grow existing business, as well as bring on new business. For both new and existing clients, your plan should include both strategies – the high level plans to achieve your objectives and tactics – the actions necessary to carry out your plan. Read more →