Sales Planning

Dear Ed,

The next Silver Prot?g? call is today, December 2, 2009 at 4:00pm Pacific. This call will be led by me.

If you can't make today's call, there will be another Silver Prot?g? call tomorrow, Thursday, December 3, 2009 at 4:00 pm Pacific led by special guest, Kris Thompson delivering the same content.

The phone number to use is 712-432-0404. The pin is 513553#.

Go to www.SalesChampionCommunity.com and connect with other Silver Prot?g? Members during the call.

The next 5 Prot?g? calls are dedicated to helping you complete your 2010 Sales and Marketing Plan.

Make a commitment to participate in the next 5 Prot?g? calls.

Sales and marketing plan versus business plan
A business plan is primarily used to raise money.
Business plans typically take 80-120 hours to create.

A sales and marketing plan is used to map out sales and marketing results during a specific time frame like a year. You could have 1-week sales and marketing plan or a one month sales and marketing plan also.

A one year sales and marketing plan takes 4-12 hours to create.
1-week sales and marketing plan takes about 1 hour to create.

A 1-month sales and marketing plan takes about 2 hours to create.

The due date of your plan is December 31 at 11:59 pm pacific. You will receive a letter grade. Complete your plan and email it to wins@ericlofholm.com on or before the deadline and you get an A.

Your completed plan should be no more than 3 pages.

Here are the components of a 1-year sales and marketing plan.

Ultimate outcomes for the year
Annual revenue projections (sales results)
Annual marketing strategy (marketing tactics)
Ultimate outcomes for each month
Monthly revenue projections
Monthly marketing strategy
Monthly projects (if any)

The first part of the plan is the annual ultimate outcomes and the annual revenue projections.

Think about when most people set goals for the year.
Today on our call make a decision to work on your sales and marketing plan throughout the month of December.

Promise
Email your completed plan to eric@ericlofholm.com by December 31.

Promise versus a Goal

We have all set goals that we didn't achieve. You may have done this so many times that you have lost faith in your ability to achieve your goals. A promise is very different though. A promise is a much stronger commitment. Make a promise to complete your 3 page or less plan by December 31.

Email me right now the following email.
Send it to wins@ericlofholm.com

Subject: I promise

I promise to complete my 2010 sales and marketing plan by December 31 and email it to you Eric.

Your name will appear in the Prot?g? Notes for completing the assignment.

Focus on completion versus perfection - This is a distinction about action. You will receive an A by completing the plan. It doesn't need to be perfect.

Everything counts- Every action that you take to move your life forward counts.

Homework
Create a file in your computer called - 2010 Sales and Marketing Plan.

Create an outline in the next 7 days using the ideas we discussed today about how to create a sales and marketing plan.

Template
Your Name Sales and Marketing Plan for 2010
Ultimate Outcomes for 2010 (goals)
Annual revenue projections (sales results)
Annual Marketing Strategy (marketing tactics)
Annual Projects

January
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

February
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

March
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

April
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

May
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

June
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

July
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

August
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

September
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

October
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

November
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

December
Ultimate Outcomes
Sales Strategy
Marketing Strategy
Projects

3. Final Message

Most people will not begin to think about their 2010 plan until New Year's Eve. We are currently in November. You are way ahead of the game. Keep up with the weekly assignments I am going to give you. By doing this you will create the best plan you have ever created.