Hello! Our blog is by a woman entrepreneur, for fellow ambitious women entrepreneurs! I am so excited to share this with you. This space is dedicated to sharing strategies, thoughts, insights in the hopes of providing high quality content to more women who make a positive impact on the world through their impact-driven businesses. Today’s topic: Quarterly Sales Planning.
I want to talk about something I see clients struggling with:
Quarterly Sales Planning
Believe me...
It doesn’t have to be that difficult to plan.
I have two quick tips for you, to make a quarterly sales plan that actually increases your sales results! It all depends on how we deal with the problems that arise and how we plan our long-term goals and strategies.
Because that's what it's about when we're talking about sales and strategies and methods, right? We are talking about real results! And when we talk about results, we are indirectly talking about planning.
"If you don't design your own life plan, chances are you'll fall into someone else's plan. And guess what they have planned for you? Not much." - Jim Rohn.
But how do you plan without all the analysis paralysis that can happen? That's why we're diving into Quarterly Sales Planning and not just any old quarterly sales planning, because I'm sure you've been there, done that. Right?
Quarterly Sales Planning -Tip #1:
So let's start with three questions, related to Quarterly Sales Planning:
- How do you plan so that your quarterly sales planning actually increases your results?
- What is your goal for the whole year?
- How do your annual goals connect to your quarterly goals? Monthly? What you do day to day?
There are key elements that I want you to focus on in order to make sure it's simple. It's easy! It's straightforward! And more importantly, you'll follow through on your plans. The first tip is short but to the point.
Remember this: Quarterly planning can't be done in isolation!
That means business can be simple. Sales can be simple. Quarterly Sales Planning can be simple, but not if you're doing them all in a discombobulated and disconnected way. Your delivery process needs to be built into your planning.
The worst thing is to plan these big goals for your year, then chunk it down to your quarters...
Only to discover you have no idea how this translates into what you need to focus on each week or day.
Because your quarterly planning will directly influence your monthly and weekly goals and activities.
Let’s put this to action:
If you need more consistent sales by signing clients into your premium, high ticket coaching or consulting services...
More than likely you will be selling through a conversation.
Your quarterly sales planning goal may be something like:
- 6 new clients signed for my $10,000 program (or 2 clients per month)
Your monthly goal:
- 2 new clients per month with a minimum 20% conversion rate (this is very achievable, typically my clients are 60-85% or more!)
- 10 sales conversations booked
Your weekly activity then would be something like this:
- 13 genuine connections with potential clients
- promote your free resources (such as a lead magnet/ opt in) to grow your email list
- promote your sales call at least 1X each week
- 3 sales calls on the calendar each week
And you might be wondering:
"Okay Susan, got it. But where do I base myself on what a good plan is and how can I apply it to my business?"
Quarterly Sales Planning -Tip #2:
Well my friend, here is my second golden tip: Continuous learning. That's what allows you to tap into the ongoing evolution of your business journey! We need to remember and always keep this in mind right? We are human beings, created in the image and likeness of God, but still mortal humans.
Using someone else’s basis for your own plan is why so many entrepreneurs struggle to achieve their goals.
When you create a quarterly sales plan for what’s important for someone else, not you, it’s a recipe for failure!
Take stock...
Quarterly Sales Planning - Questions to Reflect:
- How did your last quarter do?
- What went well?
- What didn’t go so well?
- What was surprising?
- What did you learn?
You don’t need to throw baby out with the bathwater and start from scratch each quarter!
Continuous learning is what will allow your quarterly sales planning process to improve and you will find the framework, the methodology that best fits your business model and your work style. The biggest and brightest companies on the planet incorporates continual learning as part of their development, culture, and expectations. If you want to be the best or one of the bests, start thinking and plan like them.
Instead of flip flopping between multiple promotions or campaigns...
What would happen if you focused on ONE main thing and kept improving, time and time again?
How could you master the skills needed to make that ONE offer better?
How could you increase your confidence to see better results each time?
That’s the beauty of continuous learning and continuous improvement.
This subject is simple, but quite extensive in terms of how to plan and apply properly, so if you want more details on this subject and want some more in-depth examples, I invite you to listen to episode 113 of my Master the Sales Game podcast. I'll leave the link below for you. In this episode I show practical and real-life examples of quarterly sales planning, as well as frameworks and key mindsets that I'm sure will help you!
I hope these two tips, help you with that along with the episode I mentioned. Be sure to tag me on social @susanmcvea and let me know what problem you solve for your peeps! Thank you very much, and keep making a difference in the world! ;)
Listen right now! Episode 113 - Quarterly Sales Planning That Actually Increases Results - Click here: https://www.susanmcvea.com/s1ep113
Profitable Pivot Workshop - Learn how to do a business plan properly. Launch your products and expertise services with the best strategy plan for your own business! For more info, click here: https://get.susanmcvea.com/courses/profitable-pivot-workshop