You have chosen to sponsor your bid up to a maximum amount of .
This is a very short 1-2 page project that requires knowledge of Business to Business Solution based selling of Software and Hardware products.
The main aim of the project is to describe how you would manage and drive business (both existing and new) in an assigned territory. So imagine you are starting in the position of Sales Representative and write a 30-60-90 Day Business Plan describing your activities...
Specific Duties & Responsibilities:
* Responsible for acquiring new accounts
* Identifying potential customers
* Develops strategy for selling products
* Negotiating rates, contract terms and executes agreements
Additional Project Description:
08/28/2012 at 11:44 EDT
UPDATE TO PROJECT.. I AM OPEN TO ADDITIONAL PAGES SHOULD NOT HOWEVER SHOULD NOT EXCEED - 10 pages...
30/60/90 day Sales Plan should include the following ideas:
1. Analyze Your Territory/Business
o What are the key trends in your geography/market?
o Who are your top prospects and customers?
o What are customers buying?
o Based on your conversion rates, how much business do you need in your funnel?
o What is the gap between what you need in your funnel and what you have now?
2. Understand What Drives Customers to Buy
o What are the characteristics of your high-payoff customers/prospects?
o Are there verticals that you are winning in more than others? Why?
o What "pain" or business issues do you solve?
o What compelling events drive the purchase?
o Are there specific products/services that you are selling more than others? Why?
o Why do they not buy your products/services?
3. Clarify Your Strengths, Weaknesses, Opportunities and Threats (SWOT)
Conduct a SWOT analysis that examines the following:
o What Strengths will you build upon (for example, a unique business model or capabilities)?
o Which Weaknesses do you need to respond to? This includes the strengths of competitive and alternative solutions.
o Which Opportunities in your marketplace will you take advantage of? How do you uniquely meet your buyers' compelling needs?
o What Threats in your selling environment will you defend against? Consider competitive moves, changes in technology, industry and regulatory standards.
o What is your unique selling (value) proposition
4. Determine Your Objectives
Consolidate the above trends into a few powerful objectives. Write specific, measurable goals (i.e. "I will add 5 new accounts in this vertical market").
o Which vertical markets or geographies will you focus on?
o Based on the characteristics of your high-payoff customers/prospects, which accounts/opportunities will you concentrate on?
o What products/services/capabilities do you need to highlight in your plan?
o At your average selling price, how many opportunities do you need to add to your funnel?
5. Develop Strategies to Accomplish Your Goals
Generate the top strategies to succeed.
o How will you further penetrate current accounts?
o What is your strategy to leverage current successes?
o What will you do to generate new leads?
o How will you improve your conversion rates?
o Where do you need to improve your selling process?
6. Engage the Resources You Need
Enroll the people and gather the knowledge you need.
o Which internal resources have the skills/connections you need?
o Who inside the account can help you win?
o Are there external resources who can support you (partners, people "in the know")?
o What additional product/industry information do you need? What sources can provide it?
o How could you improve your selling and territory/account management skills?
7. Create an Action Plan
List the key tactics.
o What are the high-leverage actions?
o Which resources are needed for each task?
o What are the due dates and key milestones?
8. Work Your Plan
Use your plan as a guide to proactively produce your intended results.
o Do you take action and fine-tune the plan on a regular basis?
o Are you engaging your management, internal and partner teams?
ALL OF THE ABOVE IDEAS SHOULD BE PUT IN THE 30/60/90 day Sales Plan I will provide the person who I award this project with some details