Business and Sales Plan Review & Development

Business Plan

Most leaders recognize the need for a business plan, even if only for financing, but do you truly understand what goes into a quality business plan? A business plan articulates your vision, how can you know you are going in the right direction without knowing where you want to get to? And most importantly, at least as it relates to sales, the business plan is inextricably linked to your sales plan. Without shoring up the business plan, you are starting your sales plan from a weak position. That’s why the business plan is the starting point for Choose Growth engagements, something most other sales consultants don’t even consider.

The sales plan is your strategy going from the business plan to the forecast, therefore we need to know your expectations for the business if we are to be effective. You probably had someone in finance (internal or external) and operations give your plan a reality check – did you ever consider the importance of sales in the process? Some specific focus areas:

  • Target growth rate vs. market growth – is it realistic?
  • Budget – did you leave enough to accomplish your sales goals?
  • Organizational structure – do you have the human capital you need?

With this information we will be able to develop a comprehensive, strategic sales plan that will get you where you want to go.

Business Plan Chicago
Sales Plan Chicago

Sales Plan

If your sales plan is an Excel spreadsheet, we have some good news and bad news for you. The good news is that most businesses also use spreadsheets for their sales plan, so you are in good company. The bad news is that you are making the same mistake they are – a spreadsheet is a forecast, not a plan. Forecasts are extremely important management tools; however, they are not the strategy that links the business plan to execution – that is the sales plan.

A business plan is high-level (and to a certain extent, pie-in-the-sky) by nature. It will describe goals, but is not going to define the actions required to achieve those goals – that’s where the sales plan comes in. Let’s say you are a multiple product line business, typically there’s going to be margin, volume and sales cycle differences between the lines. Your business plan may define profitability targets, while your sales plan will define optimum product mixes to achieve those targets. Without this, you have no idea what behaviors to incentivize in your sales team to bring your business plan to reality.

Choose Growth will work with you to either review and refine your existing sales plan or develop one from scratch. We have found that a strategic, comprehensive sales plan is the single largest factor in successful sales execution.

When Choose Growth starts a full engagement such as outsourced sales management, the business and sales plans are the cornerstones everything else is built upon. However, if you are confident in your ability to move things forward, we can be engaged on a project basis just to review, refine or develop your plans.

The Healthy Bowl "I have known and worked with Rick (Choose Growth’s CEO) professionally for several years. Rick is a passionate, talented and wicked smart sales strategist and business growth expert. doug dvorak sales coaching institute The Healthy Bowl "Choose Growth's outside sales expertise has been a great compliment to our inside sales focused business." joe flannigan Acquirent The Healthy Bowl "Choose Growth was instrumental in our transformation from a small business 'just hanging around' to being on a real growth trajectory." mike ostrego data-tec systems The Healthy Bowl "I have recommended Choose Growth to many clients and their feedback has been stellar. Rick (Choose Growth’s CEO) is a talented business coach that brings effective problem solving, tactical execution and strategic thinking to all engagements!" doug dvorak sales coaching institute The Healthy Bowl "Choose Growth has been a great addition to our global network of professional consultants." blaze miskulin red leaf consulting The Healthy Bowl "Rick and the team at Choose Growth have been essential to the development of the technical sales portion of our consulting business." jack ilmonen amphion solutions The Healthy Bowl "Rick (Choose Growth's CEO) brings a global perspective to all his clients and has an uncanny ability to solve very complex sales and marketing issues adroitly and develop a strategic business model that delivers profitable results." doug dvorak sales coaching institute The Healthy Bowl "With Choose Growth's Value-Based Sales and technical sales training, we have been able to expand our share of training spend with key clients." jeff lunz The encade group The Healthy Bowl "Choose Growth helped us through a very difficult transition. Not only did we survive, but came out stronger on the other side." mike ostrego data-tec systems