sales planning for profitability in 5 steps

5 Sales Planning Steps to Profitability

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True sales planning is one of the most important things a business

can do each year.






“Your quota is $1MM. Now go sell!”

This is NOT sales planning:






Instead, it’s about planning to sell profitably.






• Getting traction in a new market.

• Gaining a marquee client in a new industry.

• Initial sale with high likelihood of follow-on services.

When it’s okay to sell at lower margins or a loss:






The rest of the time?

Just say no, kids.Follow us @TGGAcctg Schedule a Free Consultation





5 Questions to Ask To Ensure You’re Selling Profitably






Who do you want to have as customers?






Some customers are much more profitable than others.






If you are B2B How big are they?Will they be repeat customers?Do you want one-time customers?What is their need?

If you are B2C What demographics?What psychographics?Where do they live?






What are you selling?






Gross margin is the driver of your profitability. Even more than revenue.






Where do you find and sell to your customers?






Can you effectively service clients that are not local?

Are you including appropriate charges for shipping, freight, travel, etc?






When do you sell to your customers?






Before you take that rush order, ask yourself:Will you need to have people work overtime?Will you need to move people from other projects?Will this impact the client service of other customers?Will you need to pay vendors extra for rush delivery?Will you need to pay expedited freight?






How are you sourcing your sales?






Make sure you consider all the hidden costs of making a sale.






Especially meals and entertainment.






Sell smarter, not harder.If you know your numbers, you can sell more profitably. More profitable sales

mean you don’t need to sell as much to make the same amount of profits.






We’d love to help you improve your profitability.

To learn how we can help you increase profitability and plan for growth,

schedule a free consultation.


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sales planning for profitability in 5 steps

Small Business & Entrepreneurship