We’ve talked about getting the first customers for your brand new business in our previous posts. So once you get your startup going, then comes the time for preparing a sales plan. Why? Because you need a regular income, preferably continually growing. Without any organization and strategy, your team members won’t perform and deliver. A plan also helps to motivate the team and organize their work. Creating a sales plan is beneficial not only to new startupers but also to other company founders who are struggling with growing their business. Maybe it’s time to make some changes?

First, let’s answer what a sales plan is? 

The brief definition says that a sales plan is a strategy that every business needs. It consists of a target list, your sales goals for the future, and the tactics. After an in-depth analysis of the market and potential buyers, you need to prepare it regarding your market extent. Sales strategies must be suited to your industry, that’s why it’s better to make them with some experience or with a little help from professionals.

The sales plan’s accuracy with the market analysis is necessary to achieve the intended goals. Otherwise, the whole planning process is pointless. It means that your goals need to be somewhat realistic.

The sales team’s goals refer to annual recurring revenue (ARR) and/or to a volume (i.e., a volume of transactions, a volume of new customers per month/year, etc.).

As I've mentioned before, these numbers need to be somewhat realistic and also have to be backed up by actual data.

After each noticeable growth in your company, you must review the sales strategy. Remember that the market is continually changing, and most probably, your product is improving. Therefore your buyer's personas might differ from those you made a year ago, even 6 months ago.

The only way to succeed in selling your product is to practice. The sales team needs to perfect their selling techniques and test different customer acquisition and closing deals. Growth can only be achieved by learning and improving.