why develop a business plan to help you: –maximize selling time –target clients –identify...
TRANSCRIPT
Why Develop a Business Plan
• To help you:
– Maximize selling time– Target clients– Identify potential employees– Manage workflows– Work smarter, not harder– Grow your sales
MDC Operations and Best Practices > Objectives
Business Planning
MDC Operations and Best Practices > Business Planning
My 2016 Business Plan
Name:
Date:
Business Planning
MDC Operations and Best Practices > Business Planning
Name: 1. Overview
State of the Union for Business (200 words or less)
Vision – Where do you see taking your business in the next 12 to 18 months?
Business Planning
MDC Operations and Best Practices > Business Planning
2. Goals, Objectives & InitiativesSales Goals• Drive cultural change
– “We are all in this together.”– Aggressiveness and sense of urgency– Accountability for decisions and results
• Drive profitable growth– Capitalize on Sales Specialization – Print, Promo, eCommerce etc…– Capitalize on strategic selling opportunities– Re-sign expiring contracts and minimize erosion– Drive margin improvement
• Focus on the 4 pillars:– New sales with new customers– Growth of existing customers– Hire sales representatives– Consider M&A
Business Planning
MDC Operations and Best Practices > Business Planning
Objectives- these objectives should align with your sales goals (Suggest 5 objectives)
2016 Initiatives – How will you accomplish your objectives listed above?
1.
2.
3.
4.
5.
Objective Related Initiative Initiative Description
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MDC Operations and Best Practices > Business Planning
Personal Development Objectives
• Accountability- Push every rep, be more demanding. Set goals and make them achieve that goal.
• Coaching- Pre-call: Who is it, why are they a prospect, what is the plan Post call: How did it go, what are the next steps, etc?
• Motivating- Are you preparing your teams emotionally and mentally to do battle?
• Growing the Sales Organization- Development of existing staff• Recruiting- “Every new hire is an upgrade.” Every new hire should be hired
to be better than existing staff.
1. Accountability: 2. Coaching: 3. Motivating: 4. Growing the Sales Organization: 5. Recruiting: 6. Others:
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MDC Operations and Best Practices > Business Planning
3. Talent Management
How are you developing the resources that are key to your success?
What types of changes do you need to make to elevate your team?
Do you have any at risk employees? How can you mitigate these risks?
Business Planning
MDC Operations and Best Practices > Business Planning
4. Competitive Analysis
Relative to the competitive environment in your area: who are your competitors, what concerns do you have about your competitors, and what can you do in your area to beat the competition?
Competitors Potential M&A opportunity?
Concerns How to beat the competition
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MDC Operations and Best Practices > Business Planning
5. Opportunities and Risks
What are the key opportunities in your region?
What risks/obstacles may impact your ability to successfully accomplish your objectives?
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MDC Operations and Best Practices > Business Planning
6. Performance Measures
How will your outlined plan improve your performance measures?
Metric Revenue GP $ Comments
Prior Year:
Business Loss/Erosion
Business at Risk
Subtotal
New business from prior year wins
New business from current year
Expected Current Year Finish
Goal
Gap
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MDC Operations and Best Practices > Business Planning
7. Existing Account Information
Top Revenue Accounts that Drive 90% of Performance
Account Name
RevenueForecast
GP $Forecast
Prior Year GP
GP $ Change
Comments
Business Planning
MDC Operations and Best Practices > Business Planning
Top New Accounts that will drive Profitable Growth
Account Name
RevenueForecast
GP $Forecast
Comments
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MDC Operations and Best Practices > Business Planning
Top Down Accounts that will have a Negative Effect on sales
Account Name
RevenueForecast
GP $Forecast
Prior Year GP
GP $ Change
Comments
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MDC Operations and Best Practices > Business Planning
Top Prospects in Pipeline and Selling Stage
Prospect Account
Expected Close Date
Revenue Forecast
GP $ Forecast
Comments
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MDC Operations and Best Practices > Business Planning
Contract Renewals – All Contracts Expiring in 2016
Account Name
Renewal Date
Actual Revenue
2015
Actual GP $ 2015
GP Change
Comments
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MDC Operations and Best Practices > Business Planning
10. 2015 Financial Review
Measure 2015Estimated Actual
2014 Actual Variance (15 v. 14)
Revenue
New Wins
Total:
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MDC Operations and Best Practices > Business Planning
11. 2015 Review
Major Wins > $100K Major Losses > $100K
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MDC Operations and Best Practices > Business Planning
12. Top 10 Pipeline – Expected to Close in 2016
Account Solution Type
Estimated Annual Value
Estimated Close Date
ProbabilityHigh,
Medium, Low
Status
Business Planning
MDC Operations and Best Practices > Business Planning
15. Additional Information (Optional)
Call to Action
• Develop your business plan• Plan to incorporate at least three new ideas into your
business today
MDC Operations and Best Practices > Call to Action