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    Action Plan For Sales Success
    Action Plan For Sales Success
    Action Plan For Sales Success
    Ebook154 pages1 hour

    Action Plan For Sales Success

    By Susan A. Enns

    ()

    Read preview

    About this ebook

    Fact: 25% of sales representatives produce 90 to 95% of all sales.

    Clearly, most people who have chosen sales as their career are not selling up to their potential and therefore not making the incomes they could. Why is this case? It’s not that the job can’t be done because 25 percent are doing it, and doing it well. It’s because the other 75 percent either are not in the right sales position or they truly don’t know how to sell.

    Until now, most sales people have not had access to effective, affordable sales training. Action Plan For Sales Success is a proven, turn key program that will become the foundation of your sales process.

    Action Plan For Sales Success will improve your selling skills so that you can achieve your true sales potential.

    What You Will Learn
    1. Why Are You In Sales? - Goal Setting & Action Planning: How to determine and track what you have to do each and every sales day to get where you want to go!
    2. It All Starts Here! - Define Your Target Market, Create Your Follow-Up File & Then Prospect!: How to define your real target markets, design your CRM program to track it, and how to create a prospecting approach that opens the door!
    3. Why Do Prospects Buy? - The Fact Find
    How to develop questions that create value and differentiate you from the competition!: Selling Your Solution - The Presentation of Offer
    4. How to present your product so that the prospect buys!: How to present your product so that the prospect buys!

    "I found the course very useful; very helpful. It's the clearest one that I have ever seen."

    Action Plan For Sales Success – Proven Methods That Produce Measurable Results

    "I have Susan's sales training book and I highly recommend it. She has produced a step by step process for winning at the sales game - Her many years of personal sales success, plus the many situations she has helped others win at are captured in an easy to read, and follow, discussion along with all the tools you need to get yourself on track and stay there." - Fred B.

    "I found the course very useful; very helpful. It's the clearest one that I have ever seen." - Roland S.

    "Susan really knows the selling world. She's honest, articulate, bright, giving, highly competent, personable and a top professional. Welcome her. It's the right thing to do." - Allan S.

    "My awareness of selling techniques has increased by 50%." - Ravi O.

    "I am working through your “Action Plan For Sales Success” ... and I’d like to say THANKS for a great hands on approach, with working documents that make it easy to turn learning into ACTION." - Don M.

    “I love the book.” – Kristen E.

    LanguageEnglish
    PublisherB2B Sales Connections
    Release dateNov 2, 2010
    ISBN9781452332161
    Action Plan For Sales Success
    Author

    Susan A. Enns

    Susan A. Enns is Managing Partner of B2B Sales Connections, an online sales training website with free sales resources, a specialized job board & free resume listing services for business to business sales professionals. She has a proven track record of success, with over 30 years of direct sales, management and executive level business to business experience. Her accomplishments include consecutively being the top sales rep in Canada, managing the top sales branch, and achieving outstanding sales growth in a national channel sales organization.She has written the books “Action Plan For Sales Success”, “Action Plan For Sales Management Success”, "Ask the Sales Coach" and "Daily Motivational Quotes", co-authored the book "Quick Sales Tips", created numerous automated sales tools, and she writes and edit the company’s newsletters. Her work has been published in several locations numerous times and has sold on five separate continents.Susan served on the Leadership Executive of the Sales Professionals of Ottawa (SPO) for 5 years, and is one of the association's Past Presidents. She has also been a guest lecturer at the School of Business at Algonquin College as well as a guest speaker for SPO.Susan has volunteered on the organizing committee for Canadian Cancer Society CIBC Run for the Cure for several years, including 6 years as the Volunteer Co-Run Director, herself being a breast cancer survivor after being diagnosed in 2013. She was also an annual participant in the Canadian Cancer Society Relay for Life for several years. Susan also coaches Novice Girls Basketball with the Nepean Blue Devils Basketball Association.What people are saying about Susan:- "Susan really knows the selling world. She's honest, articulate, bright, giving, highly competent, personable and a top professional. Welcome her. It's the right thing to do."- "Susan ...understands the sales process intimately and is able to create a management process around it that drives sales people to accomplish their goals."- "Susan knows her stuff. She brings many years of great sales experience and success to anyone who wished to improve their skills in sales. She is very personable, and is not afraid to tell it like it is. I would recommend anyone (and I have) to Susan, her website, her books if you want to become a better sales person."- "Our company hired Susan as our sales coach. She has helped me make more appointments, close more deals and make more money. The 3 most important concepts in sales. I would recommend any sales force hire her to help boost business sales."

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    • 4/5
      The book is clear and concise. Perhaps a tad dated, but overall 95% on target.

    Book preview

    Action Plan For Sales Success - Susan A. Enns

    Action Plan For Sales Success

    By Susan A. Enns

    Published by B2B Sales Connections Inc. at Smashwords

    Copyright © 2010 Susan A. Enns, B2B Sales Connections Inc

    Discover other titles from Susan A. Enns, Managing Partner of B2B Sales Connections at http://www.smashwords.com

    This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of this author.

    TABLE OF CONTENTS

    INTRODUCTION

    CHAPTER 1: WHY ARE YOU IN SALES - GOAL SETTING & ACTION PLANNING

    What Is Your Goal?

    What Is Your Sales Process?

    The Prospecting Call

    The Fact Find

    The Presentation of Offer

    Track Sales Activity To Ensure Your Success!

    Income Bonuses

    Average Commission Rate

    Average Sale Size

    Sales Process Averages

    How To Track Your Sales Activities

    What Are Your Daily Activities?

    Reverse The Sales Process

    What Is Your Sales Funnel?

    Conclusion

    Appendix - Manual Calculation Forms

    CHAPTER 2: IT ALL STARTS HERE! - DEFINE YOUR TARGET MARKET, CREATE YOUR FOLLOW-UP FILE & THEN PROSPECT!

    What Is Your Target Market?

    Who Are Your Customers?

    Compare Your Customers to Your Commonalities

    Target Market Definition

    What Is A Prospect?

    When Do Your Prospects Buy?

    The Follow-Up File

    The Prospecting Call

    Components of an Effective Prospecting Call

    Where To Find Prospects To Contact

    Business Directories

    List Brokers

    Online Social Networks

    Geographical Prospecting

    How Often To Contact A Prospect

    Conclusion

    Appendix - Manual Calculations Forms

    CHAPTER 3: WHY DO PROSPECTS BUY? - THE FACT FIND

    Why Do Prospects Buy?

    Why Do Businesses Buy

    Why Do People Buy

    Your Prospect’s Perception is Your Reality

    Why Prospects Don’t Buy

    The Fact Find

    Objectives of the Fact Find

    Whom Should You Meet

    Your Opening Greeting

    Create Your Questions

    Your Closing Statement

    Create Your Fact Find

    Conclusion

    CHAPTER 4: SELLING YOUR SOLUTION - THE PRESENTATION OF OFFER

    The Presentation of Offer

    Objectives of the Presentation

    Whom Should You Meet

    Types of Presentations

    The Written Proposal

    The Demonstration

    The Closing Interview

    The After Sale Follow-Up Call

    Conclusion

    CHAPTER 5: ABOUT THE AUTHOR

    Susan A. Enns

    "Success is simple.

    Do what’s right, the right way,

    at the right time." – Arnold Glascow

    INTRODUCTION

    Congratulations! By purchasing Action Plan For Sales Success you have taken your next step towards achieving your sales potential! Before we get started, a little about why we are here.

    Studies show 25% of sales reps produce 90 to 95% of all sales. Clearly, most sales people are not selling up to their potential, and not making the incomes they could, nor producing the revenues they should.

    Why is this case? It’s not that the job can’t be done because 25 percent are doing it, and doing it well. It’s because the other 75 percent either are not in the right sales position or they truly don’t know how to sell. If all sales people knew and did what the top 25 percent do, then all sales people would be selling more!

    B2B Sales Connections wants to change that. We are an online sales training website with free sales resources, a specialized sales job board and free resume listing services for business to business sales. I guess one could say we specialize in helping b2b sales professionals achieve their sales potential, either by connecting them to the right career choices, or the right skill set. Our website is http://www.b2bsalesconnections.com.

    My name is Susan A. Enns, and I am Managing Partner of B2B Sales Connections. I have over 22 years of direct sales, management and executive level business to business experience. My accomplishments include being the top sales rep in Canada twice before being promoted to management, managing the top sales branch in the country, and achieving outstanding sales growth in a national channel sales organization. I have written training courses on sales and sales management, created numerous automated sales tools, and my work has been published in several locations numerous times. I am also currently the President for the Sales Professionals of Ottawa.

    The reason for me telling you this is not to toot my own horn. It’s just to prove that if I can do it, anyone can! My sales success was not because I am smarter than anyone else. Mind you I have four brothers. If you ever meet them, I will deny I said that.

    It was also not because I worked harder than everyone else. True, I did come from a farming family and you do learn a hard work ethic in that environment. The only way you get out of work is if there is an amputation and even then it’s only when the bleeding stops. But in reality, most days I had a 5:30 tee off time so my success was not because of super long hours of work.

    In reality, my success, like the rest of the sales reps in that top 25% is because I learned how to work smarter, not harder. Someone showed me the right way to do things, and I hope to help you do the same.

    Action Plan For Sales Success is based on over 50 years of successful B2B sales and sales management expertise. It includes my own personal sales techniques, as well as other successful sales professionals I have been lucky enough to work with over the years.

    This is not just a 30,000 foot level discussion about what to do to sell more. More importantly, this is an action based exercise that will actually show you how! Action Plan For Sales Success is separated into four sections, each discussing a different stage of the sales process. In each section, we use of specific sales tools and templates. Manual versions of these tools are included here in the appendices located at the end of each section. If you would like to download the automated versions of the tools, you can purchase them in our eStore at http://www.b2bsalesconnections.com

    Together we can all achieve our sales potential! So lets’ get started!

    Chapter 1 – Why Are You In Sales?

    Goal Setting & Action Planning

    "If you don't know where you are going,

    you'll end up someplace else." - Yogi Berra

    WHAT IS YOUR GOAL?

    A sales representative without a goal is like a ship without a rudder. You will spend a lot of time sailing in circles, but you will never really get closer to where you want to go. A sales rep with a goal but no plan of action on how to achieve it is like a ship’s captain without a navigation map. You may be sailing in a straight line, but you may be sailing in completely the wrong direction.

    Simply put, when you are in a performance-based career like sales, goal setting is vital to your success. Vital, yes, but without a plan of action on how to achieve your objectives, goal setting is really just an exercise in futility.

    So what are your goals? Is it the sales quota that your sales manager assigns to you at the start of the year? Perhaps. True, your minimum acceptable level of sales performance is important, but is it YOUR goal? Is your sales quota important enough for you to hold it dear to your heart and make it the driving force in your life? Probably not.

    What you do for a living is a means to an end to achieving what you want in life. In other words, the career that you have chosen is the way in which you earn income to fund the lifestyle that you want to live. That lifestyle is a personal decision, however determining the income required to fund it is your first step in goal setting.

    Before going any further, you need to be able to answer the following question: What is the total annual income you wish to earn

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